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Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price PDF By Click Button. Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price it’s easy to recommend a new book category such as Novel, journal, comic, magazin, ect. You see it and you just know that the designer is also an author and understands the challenges involved with having a good book. You can easy klick for detailing book and you can read it online, even you can download it
Ebook About People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales CyclesIncreased RevenueElevated Deal ValuesHigher Win RatesFewer No DecisionsMore Leadsand Happier BuyersGap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.Book Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price Review :
The best book on selling that I’ve read in ten years. And I read all of them. Get ready for the ride of your life, this book debunks all of the so call “axioms” about selling that you have heard over the course of your career. In this book the author “Keenan” (don’t ask I didn’t) Handles all of that sticky stuff that slows down, nay, just about kills your sales effort.Here are some of the more cogent examples from the book:• The customer does not care about you. The customer does not care about your company, or how long it has been in business, or how it started. The customer only cares about one thing, and that is, what can you do for her?• The sales person is dead: You are a consultant, an advisor, an expert, someone who is a peer, someone, the customer comes to rely on for valuable solutions.• Customers don’t buy from friends: Or drinking buddies, or golf partners. Customers, buy from someone who can bring them value…yes, even if they don’t actually like that person.• Customers do like change. Heck, they will embrace change, if you can prove to them that it will make their product, and their company better.• Show them the future: Customers will change, when the future you show them is better than the present, they told you they liked.• Customers will return your phone calls and answer your emails: If they are provocative enough. If the messages surprise them and if they are intrigued. You don’t like to answer boring sales calls, why should your customer?And there is so much more. The author shows you how to move the customer off the dime when he is stalling. Or, how to get her to talk and into telling you what they need, by asking her a series of questions that will drive her to let you solve the problems for them.I started sending this book out to some of my sales training clients, even before I finished it tonight. Please, if you are the kind of person who never reads a book on sales, start today with this one. Or, if you are the kind of person who is reading sales books all the time, grab this one next. Heck, stop reading the one in your hand right now and pick this one up. I guarantee it is better than the one you’re reading now.. I wanted to read Gap Selling when it first came out but just couldn't get to it. Week after week I'd watch it impressively maintain its bestseller ranking (way after the launch period) and read newly posted glowing review after glowing review. So with high expectations, I cracked open the Kindle version (do you "crack" open a Kindle?) last week and Could. Not. Stop. Reading.I having nothing but high praise for Keenan and this powerful, provocative and supremely helpful book! From his motivation as a professional seller (to successfully solve customers' problems) to his bold statement that your sale is won or lost during the discovery phase of the process, to his EPIC rant in Chapter 11 about why most demos suck (he actually uses the word "butcher" to describe what most salespeople do during their awful demos), I found myself shouting "Amen!" in vehement agreement with just about everything suggested in Gap Selling.Get this book and read it. It will challenge you. It will make you think. It will help you truly see your role in closing the "gap" and taking your customer from their current state to the desired future state -- and provide you with all kinds or practical advice (and some unique insight) about how to accomplish that feat. It's easy to see why this book is garnering the following it now has and the well-earned reviews here on Amazon. Great work, Keenan! The sales community will benefit greatly from Gap Selling. 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