Скачать с ютуб Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales (Book Review) в хорошем качестве

Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales (Book Review)

People don't buy from people they know and like. No! Your customer doesn't care about you or what you sell. It's not up to you to deal with complaints; it's up to your buyer. Good salespeople don't know how to close, but weak sellers do. Price isn't the main reason why salespeople lose the sale. Gap Traditional and deeply held beliefs about sales that have been hurting sellers for decades are torn to pieces in Selling. Salespeople have used a variety of sales strategies and beliefs for years that have caused many of the problems they were trying to avoid, such as long sales cycles, price objections, no decision, leads going dark, last-minute feature requests, and more. To be good at sales, you need more than a list of tricks. Salespeople need to know how to play the game of sales, how sales work, and what the buyer is going through in order to make the choice to buy (change) or not buy (not change). Gap Selling is a book that will change the way sales teams around the world do business. In his no-holds-barred, irreverent style, Keenan busts the tired old sales myths that are causing today's frustrating sales problems and shows a new way to connect with buyers that is surprisingly powerful. There are a lot of glorified order takers in sales today. They are tied to an unhappy buyer and can't change the sale or add value. Gap Selling turns things around and makes sellers who have a lot of power at every stage of the buying process and can change the important sales metrics: Shorter sales cycles Increased revenue Higher deal values Higher win rates Fewer no decisions More leads And happier buyers Gap Selling raises the selling intelligence of the sales world and changes sales order takers into sales leaders. The book has three parts, and each one is about a different part of problem-centered selling. Part 1, "The Gap Selling Methodology," gives an outline of the Gap Selling method and explains why it is such an effective way to sell. The author gives numbers and case studies that show how well Gap Selling works to increase sales and close deals. In Chapter 1, "The Gap," the idea of the "gap" and how it is key to the Gap Selling method are explained. The author says that the gap is the difference between where a customer is now and where they want to be, and that finding this gap and filling it is the key to selling successfully. The chapter tells you how to find the gap and how to use it to make a problem-centered sales plan. Chapter 2, "The Problem," talks about how important it is to know and understand what the customer's problem is. The author says that the customer's problem is the key to selling and gives tips on how to find out what that problem is, such as how to ask the right questions and listen to the customer. Chapter 3, "The Impact," talks about how important it is to know how the problem is affecting the business of the customer. The author says that understanding the effect is important for making a convincing sales pitch, and she gives advice on how to measure the impact and explain it to the customer. In Chapter 4, "The Root Cause," it is talked about how important it is to figure out why the customer is having a problem. The author says that getting to the root cause is important for making an answer that will last, and she gives advice on how to find and deal with the root cause. Chapter 5, "The Solution," talks about how important it is to come up with a solution that solves the customer's problem and gets them to where they want to be. The author gives advice on how to come up with a solution that is focused on the problem and convincing, as well as how to explain the solution to the customer in a clear way. #marketing #easymarketing #selling 🚀 Explore Your Industry-Specific Marketing Course: https://easymarketingschool.org/courses/ Content Creator: 📝 Aysun Ibadova Voiceover author: 🎙️ Jeremy G. Animation author: 🎨 Esmira Guliyeva Sound editor: 🔊 Mahluga Taghiyeva Project manager: 📊 Kamran Tagiyev