{"product_id":"9781732891029","title":"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","description":"\u003cdiv class=\"product-copy\"\u003e\n\u003ch1\u003eGap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price\u003c\/h1\u003e\n\u003ch2\u003eKeenan\u003c\/h2\u003e\n\u003cdiv class=\"book-description\"\u003e\n\u003ch3\u003eSummary\u003c\/h3\u003e\n\u003cp\u003e\u003cstrong\u003ePeople don't buy from people they like.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003ePeople don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads And Happier Buyers Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"book-highlights\"\u003e\n\u003ch3\u003eHighlights\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003eEasy to enjoy: 260 pages · Paperback\u003c\/li\u003e\n\u003cli\u003eBy Keenan\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"book-details\"\u003e\n\u003ch3\u003eDetails\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003e\n\u003cstrong\u003eISBN:\u003c\/strong\u003e 9781732891029\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eAuthor:\u003c\/strong\u003e Keenan\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eFormat:\u003c\/strong\u003e Paperback\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003ePages:\u003c\/strong\u003e 260\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eLanguage:\u003c\/strong\u003e English\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003ePublication date:\u003c\/strong\u003e 3 November 2019\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eCondition:\u003c\/strong\u003e New\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"book-about\"\u003e\n\u003ch3\u003eAbout the author\u003c\/h3\u003e\n\u003cp\u003eKeenan · Publisher: Sales Guy Publishing\u003c\/p\u003e\n\u003cp\u003e\u003ca href=\"http:\/\/books.google.co.uk\/books?id=lNNhywEACAAJ\u0026amp;dq=isbn:9781732891029\u0026amp;hl=\u0026amp;source=gbs_api\" rel=\"nofollow noopener\" target=\"_blank\"\u003eMore about this book\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"book-reviews\"\u003e\n\u003ch3\u003eReviews\u003c\/h3\u003e\n\u003cblockquote\u003eGap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world.\u003c\/blockquote\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","brand":"A Sales Guy Publishing","offers":[{"title":"New","offer_id":54808174788872,"sku":"9781732891029-NewItem","price":10.49,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0928\/5297\/7928\/files\/standardized_b3feea18e43fdbccdbafc94ec96d9f70.jpg?v=1774451287","url":"https:\/\/www.azbooks.co.uk\/products\/9781732891029","provider":"AZ Books","version":"1.0","type":"link"}