Book Summary · 20 min
Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About R
By Keenan
This episode explores the fundamental shift from product-centric to problem-centric selling, arguing that true sales success stems from deeply understanding and articulating a customer's challenges and desired future state, rather than leading with solutions.
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Book Summary
Duration
20 min
What it is about
problem-centric selling, sales strategy, customer discovery
Who it is for
Best suited to listeners who want a clearer working understanding of problem-centric selling, sales strategy, customer discovery and better judgment in how they apply it.
The author
Keenan brings a credible and useful lens to problem-centric selling, sales strategy, customer discovery, with enough subject command to make the book worth hearing.
About the author
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