Gap Selling by Keenan Summary
Overview of Gap Selling
Forget everything you thought you knew about sales. "Gap Selling" by Keenan revolutionizes B2B strategy by diagnosing customer problems instead of pushing products. James Buckley calls it game-changing. What if the key to shortening your sales cycle isn't relationships, but the gap between problems and solutions?
Similar books to Gap Selling
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快速捕捉核心观点，高效学习
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核心要点
Why Most Salespeople Are Playing a Game They Don't Understand
Picture a football field where half the players don't know the rules. They're talented, they're trying hard, but they keep getting penalized for violations they didn't know existed. This was Keenan's reality as a young player-and it's the reality for thousands of salespeople today. They're losing deals not because they lack skill or effort, but because they're playing the wrong game entirely. They think sales is about pitching products, building relationships, and closing hard. But what if everything you've been taught about selling is backwards? Here's the uncomfortable truth: most salespeople aren't good at their jobs. Not because they're lazy or unintelligent, but because they're operating with a fundamentally flawed understanding of what selling actually is. They blame bad leads, high prices, or unresponsive prospects when deals fall through. But these are symptoms, not causes. The real problem? They don't understand that customers don't buy products-they buy change. And change only happens when the pain of staying put exceeds the fear of moving forward.
The Gap That Changes Everything
The Nine Truths That Demolish Traditional Sales Thinking
Mastering Discovery: The Art of Knowing Customers Better Than They Know Themselves
From Discovery to Demonstration: Making Your Product Inevitable
When Deals Stall: Holding
快速摘要模式 - 8分钟阅读或收听《Gap Selling》摘要
将《Gap Selling》的核心观点拆解为易于理解的要点，了解创新团队如何创造、协作和成长。
闪卡模式 - 《Gap Selling》精华：10条核心见解
将《Gap Selling》提炼为快速记忆要点，突出坦诚、团队合作和创造力的关键原则。
趣味模式 - 《Gap Selling》的启示 - 21分钟故事
通过生动的故事体验《Gap Selling》，将创新经验转化为令人难忘且可应用的精彩时刻。
个性化模式 - 0分钟阅读或收听《Gap Selling》摘要
随心提问，选择声音，共同创造真正与你产生共鸣的见解。
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"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
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