Summary of Gap Selling by Keenan: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

Selling B2B products or services is difficult. Customers have a million reasons not to buy. Salespeople may devote months to closing a deal, only to lose out at the last minute over a minor issue or a few dollars in price. Thus, salespeople can’t afford self-inflicted mistakes that block their success. Sales coach Keenan – who goes by only one name – offers his logical “gap selling” strategy to help salespeople overcome errors and improve results. Despite the occasional use of vulgar langua...