Gap Selling

Name: Gap Selling
Author: Keenan

by Keenan

★ ★ ★ ★ ★

Published:

Categories: [object Object], [object Object], [object Object], [object Object], [object Object], [object Object], [object Object], [object Object], [object Object], strategy

Summary

Emphasizes understanding the 'gap' between a customer's current state and their desired future state. Breaks down how to uncover problems, shorten the sales cycle, and overcome objections by focusing on the buyer's real pain points.

Sales Problem Solving

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Gap Selling

Summary

Review

Key Takeaways

Fanatical Prospecting

Getting to Yes