{"id":9769,"date":"2020-06-27T10:23:34","date_gmt":"2020-06-27T18:23:34","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=9769"},"modified":"2020-05-06T10:24:03","modified_gmt":"2020-05-06T18:24:03","slug":"gap-selling-getting-the-customer-to-yes-jim-keenan","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2020\/06\/27\/gap-selling-getting-the-customer-to-yes-jim-keenan\/","title":{"rendered":"Gap Selling. Getting the customer to yes. Jim Keenan"},"content":{"rendered":"<p>Gap Selling. Getting the customer to yes. Jim Keenan. 2018.\u00a0 ISBN 9781732891012.\u00a0 Quite a useful read. The author makes a strong point that the sales discovery should be over one half of the sales process.\u00a0 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.\u00a0 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.\u00a0 Lots of\u00a0 case studies and real world examples greatly help your learning.\u00a0 Good use of your time.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The author makes a strong point that the sales discovery should be over one half of the sales process.\u00a0 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.\u00a0 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.\u00a0 Lots of\u00a0 case studies and real world examples greatly help your learning.\u00a0 Good use of your time.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4,19,18],"tags":[1120,2188,3199,95,1076],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/9769"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=9769"}],"version-history":[{"count":1,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/9769\/revisions"}],"predecessor-version":[{"id":9770,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/9769\/revisions\/9770"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=9769"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=9769"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=9769"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}