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

Every sale is made up of hundreds of smaller sales Every small sale must entail another yes to move nearer to a successful close Prospecting is your shot to get to the first yes Every prospecting email, call, voice mail, video, and social media post must include: intrigue, a clear and reasonable ask, an offer, and a net benefit to the customer