by Keenan
Are you losing deals even though you have a great product and a great relationship with the prospect? The hard truth is that customers don’t buy products; they buy change. And if you can’t prove that they have a problem worth fixing, you will never make the sale.In today’s 5-minute briefing on Keenan’s aggressive and insightful book, “Gap Selling,” we strip away the fluff of traditional sales. Discover the core equation of every sale: the distance between the Current State and the Future State. If there is no gap, there is no sale.
Jim Keenan (known professionally as Keenan) is the CEO of A Sales Guy Inc. and a celebrated sales consultant and keynote speaker. He is an authority on modern, problem-centric sales methodologies, best known for his book "Gap Selling," which focuses on identifying the distance between a buyer's …
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