{"id":24277,"date":"2025-02-11T08:18:04","date_gmt":"2025-02-11T08:18:04","guid":{"rendered":"https:\/\/amplispot.com\/?page_id=24277"},"modified":"2025-02-20T06:31:12","modified_gmt":"2025-02-20T06:31:12","slug":"book-review","status":"publish","type":"page","link":"https:\/\/amplispot.com\/book-review\/","title":{"rendered":"Book Review"},"content":{"rendered":"\t\t
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Book Review<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tThe Role of Change: Overcoming Customer Resistance to Unlock Growth\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 9 \u201cPeople resist change more than they resist you.\u201d \u2014 Keenan, Gap Selling In today\u2019s rapidly evolving business landscape, the ability to drive change is essential for companies looking to maintain a competitive edge. Yet, one of the most common challenges faced by sales professionals is overcoming customer resistance.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tRohan Ferrao\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 18, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tManaging Objections: Turning Concerns into Opportunities\u00a0\u00a0\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 8 1. Understanding the Nature of Objections a. Sources of Objections b. Common Misconceptions about Objections By shifting your perspective and viewing objections as helpful signals instead of personal barriers, you create space for deeper, more meaningful sales conversations. 2. Reframing Objections as Opportunities Keenan\u2019s approach in Gap Selling<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tTom Jose\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 17, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t
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\"Positioning<\/div><\/a>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tPositioning Your Solution: The Key to Bridging the Gap\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 7 1. Why Positioning Matters 1.1 Aligns Your Solution with Their Needs 1.2 Differentiates You from Competitors 1.3 Clarifies Value 2. The Gap: A Refresher Before you can position your solution, you must ensure you fully understand the buyer\u2019s gap: Pro Tip: The larger and more tangible the gap,<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tTom Jose\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 15, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tDig Deeper with Questions: The Secret to Unlocking Sales Success\u00a0\u00a0\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 6 1. Why Questions Are the Key to Successful Sales In any consultative sales methodology\u2014particularly in Gap Selling\u2014the salesperson\u2019s ability to ask insightful questions often determines the success of the sale. While many sales reps default to pitching products or features, Keenan underscores that the right questions are what:<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tTom Jose\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 13, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t
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\"Quantify<\/div><\/a>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tQuantify the Impact: Turning Sales Conversations into Tangible Value\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 5 1. Introduction: The Power of Quantification In Gap Selling, Keenan stresses that numbers don\u2019t lie. When you translate a buyer\u2019s challenges into tangible metrics\u2014like time saved, revenue gained, or costs reduced\u2014you move the conversation from emotional or intuitive judgments to cold, hard facts. This transition is pivotal because:<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tTom Jose\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 13, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tThe Power of Emotional and Rational Drivers in Sales: Insights from Gap Selling\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 4 1. Introduction: Why Emotional and Rational Drivers Matter In sales, you\u2019re rarely just selling a product or service\u2014you\u2019re selling a solution to a problem that impacts your buyer on both a personal and business level. Keenan highlights two fundamental decision-making forces that shape this dynamic: Why They\u2019re Crucial:<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tTom Jose\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 13, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tUnderstanding Your Customer\u2019s Problems: The Key to Sales Success\u00a0\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 3 In Chapter 3 of Gap Selling, Keenan emphasizes a vital aspect of sales: deeply understanding your customer\u2019s problems. Success in sales isn\u2019t about flashy pitches or impressive product features\u2014it\u2019s about uncovering the challenges that truly matter to the customer and aligning your solution to address them.   This approach<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tTom Jose\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 7, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tThe Gap Defined: Understanding the Buyer\u2019s Current State\u00a0\u00a0\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 2 In Chapter 2 of Gap Selling by Keenan, the author emphasizes the importance of understanding the buyer\u2019s current state before trying to sell them a solution. The “gap” is defined as the difference between the buyer\u2019s current state (where they are now) and their future state (where they<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tTom Jose\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 7, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tUnderstanding Problem-Centric Selling: Shifting Focus from Products to Solutions\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Chapter 1 What Exactly Is Problem-Centric Selling? Problem-centric selling reorients the entire sales conversation around the customer\u2019s problems instead of your product\u2019s 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<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\n\t\t\tTom Jose\t\t<\/span>\n\t\t\t\t\n\t\t\tFebruary 6, 2025\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\n\n\t\t\t\t\t\n\t\t\t\t<\/path><\/svg>\t\t\t<\/span>\n\t\t\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

Book Review<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"rank_math_lock_modified_date":false,"footnotes":""},"class_list":["post-24277","page","type-page","status-publish","hentry"],"rankMath":{"parentDomain":"amplispot.com","noFollowDomains":[],"noFollowExcludeDomains":[],"noFollowExternalLinks":true,"featuredImageNotice":"The featured image should be at least 200 by 200 pixels to be picked up by Facebook and other social media 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