
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
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Narrated by:
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Keenan
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By:
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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 KeenanListeners also enjoyed...




















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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!
Fantastic approach, this is not just a sales method.
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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.”
Great sales book for complex sales cycles!
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very detailed about the processes to follow
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Great book
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Great read, very informative and practical!
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Great Book
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Thank you Keenan! You're GAP methodology is more than spot on...it's the damn truth! 🔥🙌🏾🙏🏾
A True Masterpiece!
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great content, amazing presence, helpful af
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A must read for those looking to further fine tune their approach for solving problems for their customers.
GAP: Get A Pen! Great nuggets to take notes on
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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!
great insight on how accelerate sales
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