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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He was named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. Now that we understand that it's about them and their problem, at the root of every single sale you ever make is change. Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world.

So why did Keenan go down a path already well trodden with the danger he will create, yet another “me to” process? Associate Editor at Built In Brian Nordli is a Built In associate editor for the expert contributor network, where he edits articles on data science, software engineering and more. Essentially, they are mainly interested in swapping their current discomfort for comfort or want something better than they currently have. Would recommend it to those getting their feet wet in selling, but might not translate to all industries in the same way. It's a great book, but it's for experienced sales people who need a reminder or update their strategy.Like many salespeople, you may wonder, "why should I use gap selling instead of one of the other popular sales methodologies out there? Second are business problems – what processes, workflows or constraints are driving these technical gaps? You'd pull out spec sheets with pressure tolerances and chemical resistance data, confident this thorough information dump will clinch the sale. Once you have their attention, make a clear, reasonable ask with an irresistible offer that does not put your product first.

Keenan’s approach to prospecting, discovery, and demoing provide a good anchor for a sales rep who’s looking to be consultative. Recently I began a new project with a big college in Nepal to give counseling to 3000+ students of grade 11 and 12. Part of what drew Cope to the methodology in the first place is the simplicity of the framework, but that simplicity comes at a cost. And you need to ask good questions, which you’ll be able to do with more understanding of the business and practice.His goal is to ask enough questions to identify the gap and quantify the cost it has on the business. Performance wise he is a bit shouty which can get annoying at times but content wise this book is really insightful and gets straight to the issues at hand. Gap Selling is short and sweet enough to be read in one day but contains enough depth that you’ll be unpacking Keenan’s methodology for the rest of your career.

According to Harvard Business School professor Rosabeth Moss Kanter, there are 10 emotion-related states that cause people to resist change. Now, as we conclude our four-step journey, resist the urge to jump straight into your product pitch. Keenan’s clarity of thought is unmatched and equally applicable to newly minted SDRs and veteran sales leaders alike.Numerous studies have shown that humans suffer from longevity bias and that, in general, they attach more positive feelings toward things that have been around for a while than toward new and original things.

They also aren't about to set-up a follow-up meeting w/ their superiors for me -- it's THEIR job to collect the info and report it up. Sales happen when the future state is better than the present one, such as a competitive advantage or higher profits.I have trained all age groups, levels of hierarchy and sectors, and the above 4 symptoms are present the older they get and the higher they go and the more glamorous the sectors get. It’s so essential that you understand this as a seller that we’ll repeat the main takeaway: whatever you’re selling, you’re not selling stuff or services – but change. I’ve already read it twice, and look forward to deconstructing specific chapters to dissect certain ideas even more. The first “yes” can be the most challenging, yet with a gap prospecting framework you will be as set-up for success as possible.