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

£11.5
FREE Shipping

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

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

RRP: £23.00
Price: £11.5
£11.5 FREE Shipping

In stock

We accept the following payment methods

Description

However, if this is your first time with some of the concepts, comprehension may come a little slower. Your role is to crystallize the stakes for them and help them conclude the salesperson who possesses something that can make that future state come true is selling something of real value. He explained how first you need to help prospects acknowledge they have a problem so you can then deliver value. You have to keep up with the latest developments in your industry especially as pertains to your products.

I understand this as a salesperson and why in the end this works to your advantage, I just don't love the sales platitudes of how much you are helping them all the time.

Instead of explicitly telling prospects about a product or service, SPIN selling guides them to these realizations, making the pitch more natural and persuasive.

I am super pumped for the impact this will have on our results and the accuracy I now know I can deliver to my board and our investors going forward. practice this book in your work environment to see massive breakthrough on your conversions and winning over prospects thought process and making them believe what it looks like to use your help to see a brighter future state. Extend beyond just immediate repair costs; consider reputational ramifications and other indirect consequences. Especially if you spent the necessary time during discovery, you should know by this point that your product is a good fit, will bring value, and will close their gap. That gap needs to be filled, NOT with information about your product and services, but by questions and value add to THEIR problem.His recent session at Inbound 2018 made a huge impact on the audience, where he discussed problem-centric selling. As you talk and establish credibility, you should hopefully hear your client start to say “yes” to you helping. On the other hand, perhaps you discover you will need to meet with the CEO before they can agree to purchase your product. El autor explica que se trata de entender primero muy bien lo que nuestro cliente objetivo necesita, y es más encontrar una solución a sus problemas que vender un producto o servicio. They showed how their product helps sales reps save time, identify companies that need their services, and understand how Toplyne can help them grow revenue.

Gap selling is an amazing concept that focuses majorly on trying to solve the problem the prospect faces in the current state and make them realise what their future state will look like with the product or service or your expertise you have to offer. Highly recommend re-reading this to myself as well as anyone who needs to be alive in the 21st century. Obviously, if you're selling cars, your prospects "problem" is that they need a car, or a better one. They are: loss of control, excess uncertainty, surprises, too much change at once, loss of face, insecurity, extra work, the ripple effect, past resentments and real danger.Finally, the final chapter works on how a sales leader works - in short you have to become to coach for your team guide them and not. They used gap selling to identify what their prospects needed and then showed them how Wingman could help fill that gap. The GAP that Keenan is focused on is a simple concept but not easy to apply in the heat of the presentation.

Keenan hatched this problem-centric sales framework while running sales trainings for nearly a decade.

Getting to the bottom of what motivates change is what the last three truthbombs of selling encompass.



  • Fruugo ID: 258392218-563234582
  • EAN: 764486781913
  • Sold by: Fruugo

Delivery & Returns

Fruugo

Address: UK
All products: Visit Fruugo Shop