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

by Keenan

Remember, a discovery should answer the following questions: 1. Does the prospect have a problem you can fix? 2. Does the prospect agree they have a problem? 3. Does the prospect want to fix the problem? 4. Will the prospect go on a journey with you to fix the problem?