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

Good salespeople are patient—they don’t just have the patience for the work; they embrace it. They understand that the success or failure of the sale is deeply rooted in getting as much information as possible so they can clearly identify the gap. Great selling takes a maniacal commitment to doing the work and doing it well.