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Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About R
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.
“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.”
— Keenan, Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About R
problem-centric selling, sales strategy, customer discovery
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.
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.