75 (Sell): Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
30 Minutes to President's Club | No-Nonsense Sales
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Beyond the Script: Mastering Sales Conversations
This chapter emphasizes the importance of moving away from scripted dialogues in sales, advocating for problem-centric questioning to engage clients authentically. Through personal anecdotes and examples, it illustrates how understanding a client's unique needs can transform a sales conversation and reveal underlying process issues that affect business outcomes. The discussion promotes the concept of 'gap selling,' encouraging sales professionals to diagnose and address root causes of inefficiencies for effective solutions.
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