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

You aren’t losing sales because you can’t sell. You’re losing them because you don’t understand how to diagnose your customer problem(s) and how the problem(s) drive the sale. Your product doesn’t drive the sale. The problem does, and if you can’t diagnose the problem, no sales skill or any other sales training is going to help you.