-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- Narrado por: Keenan
- Duración: 5 h y 47 m
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Resumen del Editor
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid, such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).
Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.
Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:
- Shorter sales cycles
- Increased revenue
- Elevated deal values
- Higher win rates
- Fewer no decisions
- More leads
- And happier buyers
Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.
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The Science of Selling
- Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
- De: David Hoffeld
- Narrado por: David Hoffeld
- Duración: 7 h y 52 m
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Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In today's fiercely competitive marketplace, you can't afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed "gurus", how do you know which sales strategies actually work? Leading sales trainer, researcher, and CEO of Hoffeld Group David Hoffeld has the answer.
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Misunderstands both Science and Selling
- De Mike A en 04-25-17
De: David Hoffeld
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Power Negotiating for Sales People
- De: Roger Dawson
- Narrado por: Roger Dawson
- Duración: 6 h y 36 m
- Grabación Original
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Have you ever wondered how a person becomes a "Power Performer" and lives an exceptional life? Do you know people who seem to lead a charmed life? Nothing ever seems difficult or complicated for them. They get straight As in school. They move into a fast-track career and advance swiftly. They effortlessly find a perfect mate to share their lives, and then raise a family of wonderful, talented children.
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very informative... helps so much
- De Kristian B. en 04-17-16
De: Roger Dawson
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DISCOVER Questions™ Get You Connected
- for Professional Sellers
- De: Deb Calvert
- Narrado por: Virtual Voice
- Duración: 5 h y 15 m
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Make every sales call count and be the ONE seller buyers want to talk to! With DISCOVER Questions™ , you will be able to differentiate yourself from the pack, create value for your buyers and connect in ways you never knew were possible. The research (20+ years with sellers like you!) and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions™ and the sales approach described in this book.
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Just get the actual book
- De Amazon Customer en 08-14-24
De: Deb Calvert
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Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- De: Jeb Blount, Mark Hunter - foreword by
- Narrado por: Jeb Blount
- Duración: 5 h y 53 m
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Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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A Chapter In Fanatical Prospecting
- De Tshepo en 05-22-20
De: Jeb Blount, y otros
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Power Phone Scripts
- 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales
- De: Mike Brooks
- Narrado por: Stephen McLaughlin
- Duración: 8 h y 44 m
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Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with "I wouldn't be interested"? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they've thought about it and are just going to pass? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs?
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Terrible book.
- De zortman en 10-04-18
De: Mike Brooks
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How to Persuade and Get Paid
- The Sales Workshop for Everyone
- De: Phil M. Jones
- Narrado por: Phil M. Jones
- Duración: 4 h y 39 m
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How to Persuade and Get Paid is a sales training program that combines information and entertainment to teach you exactly what it takes to create success in today’s challenging marketplace.
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How to Win Friends & Influence People for the Modern Age
- De Bryan Eisenberg en 02-11-19
De: Phil M. Jones
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The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results
- De: Todd Caponi
- Narrado por: Todd Caponi
- Duración: 4 h y 41 m
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Buyers today have knowledge at their fingertips and most of their information gathering will routinely happen before you even walk through the door or get them on the phone. Armed with information, their guard is up - and they are skeptical. Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase.
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Great book for Sales Leaders!
- De L Ward en 05-27-20
De: Todd Caponi
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Sell or Be Sold: How to Get Your Way in Business and in Life
- De: Grant Cardone
- Narrado por: Grant Cardone
- Duración: 11 h y 40 m
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Whether it's selling your company's product in the boardroom or selling yourself on eating healthy, everything in life can and should be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind. In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue.
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Don't call about "The Book" Grant Mentions
- De Steve H en 11-21-14
De: Grant Cardone
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Secrets of Question-Based Selling, 2nd Edition
- How the Most Powerful Tool in Business Can Double Your Sales Results
- De: Thomas A. Freese
- Narrado por: Steve Menasche
- Duración: 15 h y 10 m
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For nearly 20 years, The Secrets of Question Based Selling has been helping great salespeople like you deliver big results. Its commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology - and there are countless contradictory sales training programs promising results.
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bet book read for selling so far
- De Kindle Customer en 07-29-24
De: Thomas A. Freese
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To Sell Is Human
- The Surprising Truth about Moving Others
- De: Daniel H. Pink
- Narrado por: Daniel H. Pink
- Duración: 6 h y 6 m
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According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
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Lenghty book with a few solid tips on persuation
- De Gerardo A Dada en 01-21-13
De: Daniel H. Pink
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Way of the Wolf
- Straight Line Selling: Master the Art of Persuasion, Influence, and Success
- De: Jordan Belfort
- Narrado por: Jordan Belfort
- Duración: 7 h y 48 m
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For the first time ever, Jordan Belfort opens his playbook and gives listeners access to his exclusive step-by-step system - the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now, this revolutionary program was available only through Jordan's $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of listeners, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth.
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I can’t believe he wrote this book
- De Brett Ritchison en 10-04-17
De: Jordan Belfort
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Exactly What to Say
- The Magic Words for Influence and Impact
- De: Phil M. Jones
- Narrado por: Phil M. Jones
- Duración: 1 h y 14 m
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Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
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Handful of Good Scripts
- De A. Yoshida en 05-28-18
De: Phil M. Jones
Lo que los oyentes dicen sobre Gap Selling: Getting the Customer to Yes
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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- Amazon Customer
- 11-30-22
Fantastic approach, this is not just a sales method.
This style of selling will change you to your core. For one very simple reason, it forces us to become people we never intended to be. This style of sales forces us to realize that the buyer doesn’t give a rip about who we are, what we do or what we sell. And, neither should we.
Our only concern should be serving the buyer through empathy and problem solving. And that is not natural. Once we put buyer first, we can focus on their needs through active listening, engagement, care and questioning.
Happy selling!
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- Chris Cooper
- 12-15-22
Great sales book for complex sales cycles!
I enjoyed the energy Keenan had in the book.
As a fellow Bostonian I could hear his accent.
I enjoyed his ability to relate to a sales rep and you could tell he is a practitioner and not just a “sales guru.”
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- Luis Cuebas
- 08-13-19
very detailed about the processes to follow
great book its completely different from the old selling methods! he elaborates everything very well
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- Amazon Customer
- 08-19-20
Great read, very informative and practical!
This is a book for those really want to achieve great things in sales and sales Management. Very helpful and informative.
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- M ABOU-BEIH
- 01-30-22
Great Book
if you are in sales, this book is a must read. Author very experienced and excellent story teller.
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- Kerry
- 05-28-19
Great book
I’ve been through quite a few sales books and sales training programs and this one is excellent. I highly recommend it
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- Yonnas
- 04-10-19
A True Masterpiece!
I've listened to my share of sales books out there but this is the FIRST time I've had the burning desire to re-listen to the entire audible immediately. There's so many actionable insights that you absolutely need to have both the physical and audio to make sure it sticks!
Thank you Keenan! You're GAP methodology is more than spot on...it's the damn truth! 🔥🙌🏾🙏🏾
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- Robert C.
- 07-02-19
great content, amazing presence, helpful af
loved all of it. going to make this required reading for my team and staff
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- Tony Saygo
- 07-24-21
GAP: Get A Pen! Great nuggets to take notes on
Great sales book, even better presentation by the author. I found myself constantly rewinding to hear these points again as I'd begin thinking about how to improve specific engagements with customers.
A must read for those looking to further fine tune their approach for solving problems for their customers.
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- Blair C
- 03-28-19
great insight on how accelerate sales
ever wonder how to get your prospect to sell themselves?
ask them about what they have, what they want and then ask them how they can fill the gap.
great read on how to make this happen!
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