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

De: Keenan

Narrado por: 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

Fantastic approach, this is not just a sales method.

This style of selling will change you to your core. For one very simple reason, it forces us to become people we never intended to be. This style of sales forces us to realize that the buyer doesn’t give a rip about who we are, what we do or what we sell. And, neither should we.

Our only concern should be serving the buyer through empathy and problem solving. And that is not natural. Once we put buyer first, we can focus on their needs through active listening, engagement, care and questioning.
Happy selling!

Great sales book for complex sales cycles!

I enjoyed the energy Keenan had in the book.

As a fellow Bostonian I could hear his accent.

I enjoyed his ability to relate to a sales rep and you could tell he is a practitioner and not just a “sales guru.”

very detailed about the processes to follow

great book its completely different from the old selling methods! he elaborates everything very well

Great book

I’ve been through quite a few sales books and sales training programs and this one is excellent. I highly recommend it

Great read, very informative and practical!

This is a book for those really want to achieve great things in sales and sales Management. Very helpful and informative.

Great Book

if you are in sales, this book is a must read. Author very experienced and excellent story teller.

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! 🔥🙌🏾🙏🏾

great content, amazing presence, helpful af

loved all of it. going to make this required reading for my team and staff

GAP: Get A Pen! Great nuggets to take notes on

Great sales book, even better presentation by the author. I found myself constantly rewinding to hear these points again as I'd begin thinking about how to improve specific engagements with customers.

A must read for those looking to further fine tune their approach for solving problems for their customers.

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!