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

See, at the heart of every sale, there’s a gap. It’s a gap between what buyers have now and what they believe they want in the future, between who they are now and who they want to be tomorrow, or even where they are now and where they want to go. This gap represents the value of the sale to the buyer and the salesperson. Without it, there is no sale.