Gap Selling: Getting the Customer to Yes

How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

By: Keenan

Narrated by: Keenan

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

SPIN selling with more EQ mixed in

This is literally SPIN selling with more emotional intelligence mixed in. The problem with problem based selling is that 99% of prospects with your problem typically don't know they have it or do know and refuse to admit it. He does a pretty good job of addressing this huge issue, better than the original SPIN selling book does.

The big thing missing is this: people buy what they WANT AND DESIRE, not just solutions to problems and this is the #1 thing sales books miss. What people always screw up is this: the 'gap' (really just a new term for implications), is what pushes people to act, but it's not how you get people interested in the product.

Great Read, Exceptional Advice

Just finished listening to Gap Selling: Getting The Customer To Yes. Listening to Keenan was like listening to the most engaging guest at a dinner party with so much honesty and practical advice I couldn’t stop smiling except to copy the link to this book and send it to one client after another. It gave me specific suggestions for coaching clients to get them to effectively close leads, act as a sales manager. A few things I knew, much of it just made sense but it was all put together in a way that anyone could use to become successful in selling their ideas, service or Product. I’m going to listen to this a few times to add these skills to my tool box. If you’re on the fence, and you want to be successful, just get it!

Fresh Perspective on Sales

What a refreshing outlook on sales. Always prove your value and fill in the GAP!

Thank you 🤘🏽

Great Narration & Sales Strategy

I have listened to many sales books, and this is the best I have ever heard! Makes complete sense. 2nd time I have been through it. Highly recommend!

Great insight for sales people!

Keenan provides knowledge you can put to use, now!! There are a ton of real examples you can easily use in your every day sales, no matter where you are in your career.