Self-growth
Business & Career
Success
Communication
Healing
Relationships
Psychology
HappinessYou’ll learn
- How to identify and solve customer problems
- Strategies for realistic sales planning
- Principles of the 'gap selling' technique
- About the importance of expertise in sales
Table of contents
first KEY POINT
Learn the market’s rules to beat the competition
If there are no issues, there would be no need for innovations. All the inventions developers came up with were to solve people's problems. The key to creating something is to satisfy someone’s needs or wants. The founders of the millions of innovations in the world were critical thinkers. They scanned their societies, looked for problems, and then created solutions.Every salesperson must understand the intricacies of the business market. When you know how to solve a problem for buyers, you’ll easily become a better salesperson. But this is not a day’s work, and it comes with its own negative moments. You’ll most likely meet people who will be rude or condescending toward you and those who will test you to breaking point. To be a successful salesperson, you must know when to stay and when to leave.
Success is about creativity and understanding the rules.
You must avoid losing potential customers to competitors who might be less hardworking than you. In the competitive business world, it's not how hard you work but how smart you do it. The business game rules are flexible, but you must have a fixed plan that serves as a guideline. In this summary, you'll learn how you can satisfy your customers and make your business turn a profit for you.
second KEY POINT
The secret of successful sales
In a school football game, Keenan made a mistake that cost his team a significant victory. He didn’t know he had done anything wrong until he saw his teammates looking angry and defeated. Not only had Keenan never played football before, but he also hadn’t bothered to learn anything about the game. His team's loss wasn't due to his lack of athletic skill but because he didn't understand the rules. Insufficient football knowledge resulted in poor execution, which led to defeat.Like Keenan, many of us lose business sales not because we don't have the necessary skills but because we don't understand how the market works. We can't make a profit without fully knowing our customers' needs. It is crucial to realize that the product isn't the main factor that drives sales. True success begins with understanding the problem. Even the best sales skills won't work if you don't diagnose it correctly.
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first KEY POINT
The key to a successful business
second KEY POINT
Offer your clients a better future
third KEY POINT
Develop your expertise
fourth KEY POINT
The power of the first meeting
fifth KEY POINT
Know when to back off
sixth KEY POINT
Keep learning and growing
seventh KEY POINT
Conclusion
Related summaries
Frequently asked questions
What is 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 about?
Gap Selling, authored by Keenan, focuses on a problem-centric approach to sales, emphasizing understanding customer needs and addressing their issues rather than simply pitching products. This book advocates for transforming sales strategies by building stronger relationships with clients and effectively overcoming objections.
What are the key takeaways from 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?
Key takeaways from Gap Selling include the importance of identifying the 'gap' between a customer's current state and their desired outcome, the necessity of problem-solving in sales, and practical techniques for closing deals through empathetic communication. Keenan stresses that successful sales rely on understanding and addressing customer pain points.
Is 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 worth reading?
Yes, Gap Selling is definitely worth reading for sales professionals and business leaders alike, as it offers valuable insights into modern selling techniques and relationship-building strategies. The methodologies presented can significantly enhance your sales effectiveness and customer engagement.
How many pages is 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 and when was it published?
Gap Selling consists of 245 pages and was published in 2018. This concise yet impactful book delivers actionable insights suitable for both novice and experienced salespeople.
How does Gap Selling and problem-centric selling improve sales strategies?
Gap Selling improves sales strategies by shifting the focus from product features to understanding and addressing customers' specific problems. This approach helps sales professionals create meaningful conversations, build trust, and effectively close deals by aligning solutions with customer needs.