Archive for June 27th, 2020

Gap Selling. Getting the customer to yes. Jim Keenan

Gap Selling. Getting the customer to yes. Jim Keenan. 2018.  ISBN 9781732891012.  Quite a useful read. The author makes a strong point that the sales discovery should be over one half of the sales process.  He feels that sales process problems could be reduced if discovery did a better job of extracting present status, desired future status and the gap between.  This book details what salespeople and managers can do to improve their sales process. This approach is very aligned with present ideas on value selling and managing as coaching.  Lots of  case studies and real world examples greatly help your learning.  Good use of your time.

Category: Sales, Sales Effectiveness, Sales Efficiency

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