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Gap Selling
د.إ 25
Gap Selling by Keenan is a sales strategy book that focuses on identifying and addressing the gap between a customer’s current situation and their desired future state. The concept of “gap selling” emphasizes understanding the problems and challenges the customer is facing and providing solutions that bridge that gap. Keenan argues that successful selling is about diagnosing the customer’s needs and aligning the product or service as the solution, rather than pushing a one-size-fits-all pitch. The book provides actionable insights, strategies, and tools for sales professionals to better understand their clients and close deals by focusing on value, needs, and results. Gap Selling is ideal for salespeople who want to move beyond traditional techniques and truly connect with customers to drive business outcomes.
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