“Gap Selling” by Keenan enables entrepreneurs to identify the needs of their customers and to close the gap between current and target conditions through problem-centered selling. Through deep questions and customer insight, they increase their sales success and gain influence.
Problem-centered selling: Keenan identifies the discrepancy between the customer's current situation and their desired target state. Solution: By asking deep questions and understanding customer needs, Keenan develops strategies to fill this gap. Result: Increased sales effectiveness and the development of value-based influence in the sales process.
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