Gap Selling

More about the book

People don't buy from people they like; buyers are indifferent to salespeople and their products. It's not the salesperson's role to overcome objections—it's the buyer's responsibility. Closing isn't a skill of effective salespeople; it's a sign of weakness. Price isn't the primary reason for lost sales. Traditional sales beliefs have long hindered salespeople, contributing to issues like prolonged sales cycles, price objections, and prospects going dark. Achieving sales success requires more than tactics; salespeople must grasp the sales landscape and understand the buyer's journey to facilitate decisions. This transformative book aims to elevate the sales IQ of organizations globally. With an unapologetic approach, the author dismantles outdated sales myths that lead to common frustrations, revealing a powerful new method for engaging buyers. Today's sales environment is filled with order takers who struggle to influence sales and add value. This approach empowers salespeople to become influential at every stage of the buying process, positively impacting sales metrics. It seeks to elevate the sales profession from mere order-taking to becoming impactful sales influencers.