Keenan Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relatio 9781732891029

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Автор: Keenan
Название: Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relatio
ISBN: 9781732891029
Классификация:

Торговля и маркетинг

ISBN-10: 1732891028
Обложка/Формат: Paperback
Страницы: 262
Вес: 0.39 кг.
Дата издания: 05.11.2019
Язык: English
Иллюстрации: 30 illustrations
Размер: 151 x 230 x 15
Читательская аудитория: Professional & vocational
Подзаголовок: Getting the customer to yes: how problem-centric selling increases sales by changing everything you know about relationships, overcoming objections, closing and price
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Поставляется из: Англии
Описание:

People dont buy from people they like. No Your buyer doesnt care about you or your product or service. Its not your job to overcome objections, its your buyers. Closing isnt a skill of good salespeople; its the skill of weak salespeople. Price isnt 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 todays frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.

Todays 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 Cycles
Increased Revenue
Elevated Deal Values
Higher Win Rates
Fewer No Decisions
More Leads
And Happier Buyers

Gap Selling elevates the sales worlds selling IQ and turns sales order takers into sales influencers.

Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relatio, Keenan