Getting the Customer to Yes
by Keenan
Gap Selling is a fast, opinion-forward sales manual that centers on diagnosing the buyer's measurable gap between current state and desired outcome, then structuring the sale around that gap rather than features or charm. Chapters are short and declarative, so the main method lands early. It’s useful for shifting reps toward tougher discovery and dollarizing problems; limiting if you expect sourced evidence, subtle persuasion tactics, or a book full of reproducible practice drills.
This summary and audience guidance are AI-generated from the book's description and its recommendation history, last updated June 2026. Recommendations, quotes and sources elsewhere on this page come from published material and are not generated.
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held s...
Difficulty:easy
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View available editions on AmazonWhy recommended
appears in Sales, Business, and Nonfiction.
Recommendation proof is sourced from public posts, interviews, reading lists, and cited references.
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Consider Accidental Presidents by Jared Cohen. Recommended by 10 sources.
“Accidental Presidents offers eight narrative portraits of men who succeeded to the U.S. presidency without election, using anecdote-rich scenes and readable context to show how personality and circumstance interact with office power. It’s strongest as a set of self-contained stories that make succession stakes concrete for non-specialist readers; it does not prioritize dense archival argument or exhaustive methodology, so expect some interpretive generalizations and repeated themes across cases. Use it for fast historical orientation rather than scholarly deep-dives.”
Each recommendation is collected from a public source — interviews, articles, or curated lists — and linked to its original URL. Books with many verifiable recommendations from respected people rank higher.
