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 Kindle Edition
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|Length: 164 pages||Word Wise: Enabled||Enhanced Typesetting: Enabled|
|Page Flip: Enabled||
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|Age Level: 18 - 18||Grade Level: 12 - 12|
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"As Keenan argues in Gap Selling, we all sell the same thing: change. Unfortunately, customers often reject the very premise of what we're trying to sell--not because they don't agree with the vision we've painted but because they see the journey as too hard, too risky, too uncertain or too expensive. In his latest book, Keenan offers a fresh and provocative formula for helping customers realize that the pain of same is actually worse than the pain of change." -- Matt Dixon, Co-author of The Challenge Sale
"Oh, Boy! Keenan's done it again. From relationships, to closing, from overcoming objections, to negotiating price, he's busted all the sales myths that actually create the very problems that salespeople so desperately want to avoid. In his typical in-your-face style, Keenan has nailed the buying process--and how selling is something you do with buyers, not to them." -- Jill Konrath, author of More Sales Less Time & Snap Selling
"Gap Selling works! Our team used Gap Selling and it completely transformed the way we went about selling--as well as our results! It increased sales, shortened sales cycles, and gave us a way to address those frustrating feature and price objections. Gap Selling offers a deceptively powerful way of thinking about how to approach the sale. With Gap Selling, your sales will be faster, more predictable, and more profitable." -- Eugene Carr, Founder of Patron Technology
"Mind the Gap. No really! Old style selling has us focused on current state and future outcomes. What we don't do is sell to the gap between and connect the dots. That is where the value lies. Keenan nails this and shows us how to connect the dots. Read this book. Sell to the gap. Make your number." -- Trish Bertuzzi, Author of The Sales Development Playbook & CEO/Founder of The Bridge Group
"From actionable tips and tactics to hiring gap sellers to managing gap selling teams, this book has everything you need to know about selling to the gap. Most salespeople would be better off reading this book 20 times than 20 sales books one time. More than that, this is a book for more than just salespeople. It's a book that can benefit marketers, customer success teams, and business leaders--it's a better way of doing business. Indeed, it's a book that I will read many more times over the course of my career." -- Caleb Malik, Sales Executive at SmartBug Media
"If my memory was erased and I had to start over in sales and I could only use one tool to train myself--it would be this book." -- Casper Fopp, Chief Revenue Officer at Wondersign
"Gap Selling isn't Gold... It's Pure Rhodium! The first thing I did when I finished Gap Selling was Google 'what is the most expensive metal?'. I found out that rhodium is the most expensive of all precious metals, currently trading at $2,725 an ounce. To give you a better idea of its cost, that's more than twice as expensive as gold and 154 times more than silver. To this day, when someone believes something is exceptional they say, 'It's pure gold'. Well in the case of Gap Selling, they would be about 2X off of their evaluation. In my career, I've invested money in books, courses, conferences, and coaches. I now know that investing is a code word for 'wasted' because Gap Selling is top to bottom, front to back, 360 degrees the only book you need to read if you are in sales." -- Ned Arik, Business Development Consultant at VertiMax
About the Author
- File Size : 1132 KB
- Word Wise : Enabled
- Print Length : 164 pages
- Publisher : A Sales Guy Publishing (2 December 2018)
- Text-to-Speech : Enabled
- Enhanced Typesetting : Enabled
- X-Ray : Enabled
- Simultaneous Device Usage : Unlimited
- Screen Reader : Supported
- Language: : English
- ASIN : B07L2J3JBQ
- Best Sellers Rank: 59,350 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
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The book focusses on the gap between where a client currently sits and where they want to be. Keenan calls these two places the current and future states, a sales persons value to that client sits in the gap between these two states, hence gap selling. The book is divided up into four key sections with sub sections laid out. There are some exceptional analogies used to help bring points to life and makes the content even more relevant. Each section will challenge you, and in some cases may even cause you to question what you have been taught and what you have found to work. It turns common sales thinking on its head and givers it a damn good shake. An brilliant example is in chapter 5. Relationships Don't Matter (Kinda). This section really resonated with me and just made perfect sense. The book also contains some brilliant tools that sales people can use to clarify client problems, the Problem Identification Chart is one example. Simple and easy, and yet can deliver great results by keeping a salespersons mind focussed on what is important.
If you work in sales, this book is going to change the way you sell and make you so much better, even those sales people who believe they have nothing new to learn can really benefit. So click on the add to basket button and look forward to one of the best sales books to be written in a long time.
In “Gap Selling” Keenan brings the sales methodology up to the modern day, using modern tool and techniques. Putting it another way, it’s a 21st century methodology and not a 20th century methodology. The book is fast paced and if you follow any of his videos or blogs on social media, it’s written in his “take no prisoners” approach.
It’s a modern day approach, for a modern day buyer.
One world of warning, if you are a lazy salesperson, this book isn’t for you. Keenan is proud of us sales people and he expects us to perform at the highest levels of professionalism, in the office, in front of customers and how we forecast. If you are a Sales Manager buy this book for your team, if you are a sales executive, buy the book for yourself!
This book is a great explanation on this but also how you can nail your deals by focusing on the discovery and the buyers current and future states.
Highly recommend and good luck to all using this in their sales processes!