Gap Selling: Getting the Customer to Yes

Publisher's Summary

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 sales beliefs that have been hurting salespeople for decades. 

For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid, such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). 

Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.

Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: 

• Shorter sales cycles
• Increased revenue
• Elevated deal values
• Higher win rates
• Fewer no decisions
• More leads
• And happier buyers

Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.

©2018 Jim Keenan (P)2018 Jim Keenan

Marketers - A MUST read to align with your sellers

It is a must to first know your market and customers to then be able to position your solution for customer outcomes and know the value of the outcome based upon the pain being experienced by your prospects. Marketers, read the book, refresh your focus, target customer definitions and messaging to your customers and support your sellers.

Content is so important to sales and marketing and being consistent with the messaging regardless of channel is critical. Keenan describes selling to the Gap between desired outcome and current state. The bigger the gap, the bigger the pain and the bigger the need to fill that gap.

This is a great read for both sales and marketing to drive the revenue engine. Marketing it is our job to fuel that engine, this is a good read to get on the same page with your sellers.

3 of 3 people found this review helpful

best sales book since SPIN selling

absolutely love this book. beat tactical sales book since SPIN selling. its better than SPIN selling because of simplicity and effectiveness. read this book many times.

3 of 3 people found this review helpful

couldn't turn it off

finished the book in 2 days. nonstop value throughout, Keenan is an electric narrator. great job!

1 of 1 people found this review helpful

Evolve or die!

Want to take your sales success to the next level? this book will get you there!

Excellent!

This book is packed with the best of sales techniques, prospecting tools and even recruiting tips. There’s so much info that it’s weird the book isn’t longer.
Now I’ve bought the pocket so that I can use it as a tool in my daily work.

A True Masterpiece!

I've listened to my share of sales books out there but this is the FIRST time I've had the burning desire to re-listen to the entire audible immediately. There's so many actionable insights that you absolutely need to have both the physical and audio to make sure it sticks!

Thank you Keenan! You're GAP methodology is more than spot on...it's the damn truth! 🔥🙌🏾🙏🏾

Pure 🔥🔥🔥

Absolutely dead on! Keenan changed the game with Gap Selling. If you’re new to sales or a seasoned pro, it doesn’t matter. This book hit so many important points on the “new” type of buyer.

A must for any sales professional

Absolutely phenomenal. This has made me completely rethink my sales approach and strategy for the entire sales process.

great insight on how accelerate sales

ever wonder how to get your prospect to sell themselves?

ask them about what they have, what they want and then ask them how they can fill the gap.

great read on how to make this happen!

Aggresive narrator

I can't resist this narrator. his aggresive and freaky voice. I hope that reading of this book is better than listening.Narrator killed desire to listen.

Keenan has put structure to our sales madness

I've read and listened to every sales book I can get my hands on over the past 20 years and always take small pieces away as advisory elements to my own sales processes. It's been one of the reasons for my success in sales and sales management. Keenan has written a book where absolutely every point is a take away and much of what I always knew was there and didn't have definition or was not documented in my own processes is now crystal clear to me and my growing team. This book has had an impact on every stage in our pipeline including significant additions to our CRM structures. I am super pumped for the impact this will have on our results and the accuracy I now know I can deliver to my board and our investors going forward. Thank you Keenan. PS: the audio performance is EPIC!

1 of 1 people found this review helpful

Fabulous learnings

This book has provided me with Clarity and the structure I needed to shape our approach.

Your methodology makes perfect sense. I am going share my learnings with my consulting sales team who are high performing inquisitive sellers who will be keen to embrace new processes making them business relevance to our customers

Thank you
Phil
MD CleverTouch Marketing


Sent from my iPhone

Top book

Narrator engages you from the first to the last minute!! well worth a read for salesmen

Awesome. Simply awesome

Practical advise.
Well articulated.

Emotional intelligence.
Productive advice
And maintain the desired high performance levels.

Keenan love your linked in posts keep them coming