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

If you’re pitching product, prospects will be less willing to let you help them. If the prospect is not being forthright in giving you the information you’re asking for, then they are not letting you help them. You have to fix this before you go any further. If you can’t get buyers to let you help them, the sale is dead.