Book Review

February 7, 2025
The Gap Defined: Understanding the Buyer’s Current State  

Chapter 2 In Chapter 2 of Gap Selling by Keenan, the author emphasizes the importance of understanding the buyer’s current state before trying to sell them a solution. The "gap" is defined as the difference between the buyer’s current state (where they are now) and their future state (where they want to be). This gap […]

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February 6, 2025
Understanding Problem-Centric Selling: Shifting Focus from Products to Solutions

Chapter 1 What Exactly Is Problem-Centric Selling? Problem-centric selling reorients the entire sales conversation around the customer’s problems instead of your product’s features. Rather than walking a prospect through a list of capabilities or bells and whistles, you dig deep into their business challenges and needs. Key Attributes By speaking directly to the issues that […]

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