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

Train yourself so that every time you hear a lazy, vague, open-ended answer like, “We need to hire more people,” or “I want to increase revenue,” you stop the conversation and ask the prospect to articulate exactly what they mean.