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
Length: 5 hrs and 47 mins
5 out of 5 stars (485 ratings)

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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

What listeners say about Gap Selling: Getting the Customer to Yes

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    4 out of 5 stars
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    4 out of 5 stars

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.

4 people found this helpful

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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.

4 people found this helpful

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Finally..someone said it out loud!

In my opinion every person could benefit from this book. .. not just sales people. The more people understand or at least seek to understand, the easier it is to communicate and solve problems as a whole. Well worth the read! even more worth implementation! it helped me narrow in on my specific goals and hit them. Even better, helped me articulate exactly what I want to accomplish with my clients! Thank you, Keenan!

2 people found this helpful

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couldn't turn it off

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

2 people found this helpful

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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.

4 people found this helpful

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Tired of trying to convince people to buy

This book is great because it reminds you that selling on price, selling on being better than the competition really doesn't matter, or work... 2005 sales strategies don't work so well anymore. I liked this book because it made me realize that I'm not in sales to convince, force or trick people into buying! It's a great book, but it's for experienced sales people who need a reminder or update their strategy. Not a 1st sales book you should ever read... but more of a 4th, 5th, 6th, etc... sales book you should definitely read.

Refreshing to have a sales book that's not all short cuts and how to spend less time in the office or prospecting. Which are built on lies and sold to people looking for a way out of doing the work... myself included!

1 person found this helpful

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  • L.
  • 10-17-19

I enjoyed listening to Keenan

I recommend it specially if you are in a consultative sales role and have some business acumen.

1 person found this helpful

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Great for Getting Started

This is great for getting a good understanding. But more ex would have been more helpful.

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Listen to this guy!!

I read the book also, but hearing Keenan’s passion for success on the Audible was the best. A methodology that I will practice for life.

1 person found this helpful

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"Duh-No S!#t, Exchange please?

I couldn't make it through more than about an hour of this.
I'm exchanging it.
First, the advice in this book is specifically for Business-to-business sales, where your 'product' can be custom tailored to solving your prospects' PROBLEMS, or the 'GAP' between where they are (in terms of any aspect of their business) and where they'd like to be.
Obviously, if you're selling cars, your prospects "problem" is that they need a car, or a better one. Hello??? (Duh - no shit),
Obviously, if you're selling tshirts and your prospect is barefoot... you need to send them to a shoe store. Hello??? (Duh - no shit).

Second, he says the key to your personae as a (B2B) salesperson is to be an expert in your prospect's industry.
Well, duh - no shit. Jordan Belfort already said that in his book anyway. Tell me something new ffs.

...and that's where I quit.

Sorry

3 people found this helpful

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  • Jules
  • 01-16-19

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 person found this helpful

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  • Martin Wells
  • 01-26-20

Fantastic insights.

Great insights, energetically communicated, real and very useable. Narrated from the heart. Well worth the investment.

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  • Periastron
  • 11-17-19

Selling 3.0

A must read for all levels of sales professionals. Although I disagree that the scene from Glengarry Glen Ross is nonsense. It is great!

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  • Craig F.
  • 10-21-19

loved It very inspiring and worth knowing

loved It very inspiring and worth knowing as a sales person. full of usable insights.

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  • mark
  • 06-08-19

A "client-focused" way of pitching..

Whether you're new to sales or an experienced sales person, this book opens a alternative way to pitching you're probably NOT doing.

This book has reminded me what sales is really about: helping people solve problems!

Loved the fact the book is narrated by the author, but he does get overly passionate at times which can come across as "ranty".

Overall, definitely worth reading/listening. Lots of golden nuggets which will definitely help improve the way you communicate to customers.


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  • misha jessel kenyon
  • 05-19-19

If you only ever read one sales book, read this one!

Absolutely career changing. This is how sales should be done. The most practical guide I’ve ever read on executing to the unchanging principles of successful selling.

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  • Amazon Customer
  • 05-04-19

keenan's approach simply rocks!

I went three times over this audible and each time I enjoy it thoroughly and learn something new.
Keenan will navigate you through the entire process in a way that you will understand it clearly with his storytelling skills, but most importantly he will lay down a clear path for you to follow.

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  • phillip ball
  • 04-06-19

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

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  • Amazon Customer
  • 03-07-19

Top book

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

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  • nathan nicholson
  • 01-10-19

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

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  • Amazon Customer
  • 10-13-19

A sales book that really makes sense!

For any sales person who believes sales is a profession and are authentic communicators this is a must read!

Happy selling Keenan! Peace and I’m out too 😊

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  • Anonymous User
  • 08-16-19

Focus focus focus

loved every minute of it, places the sale cycle into the discovery, current and future needs more time should be spent in this area of the sales process fantastic read graduations I have implemented some if the meeting strategies and dialog to the team with positive results. closing ratios have increase in the past 2 weeks 15% with loads more improvement possible. I'm adapting the planner in specific areas for the automotive sales.