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

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.

100% helpful and useful!

This book is packed with helpful and actionable advice. It’s no BS approach was appreciated and useful.

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 🤘🏽