Amazon.com.au:Customer reviews: 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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Wow. Just Wow. How many sales books have I read in my 30 years of selling? More than I can count. How many would I recommend to the delegates of my training courses at SerialTrainer7.com? Not many. Most are recycled BS written by people who either cannot sell or have never sold. This book however is something else. It is not just different it is relevant and I cannot recommend it enough. 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.
When it comes to a person’s second book I’m always interested which way will somebody go? Will they take a “bucket to the well” from where they got their first book and do a first book part 2? As many people pressurised me to do and something Keenan could have done. No, he has decided to come up with his own sales methodology. Now sales methodologies have been around for years, looking at Google there are at least 10 in circulation today. So why did Keenan go down a path already well trodden with the danger he will create, yet another “me to” process?
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!
#GapSelling by Keenan . Is one of my favourite reads. I took last week off work on annual leave and I couldn't stop reading this book. It's a quick and easy read but is packed with so much to take away that can instantly be implemented in your day to day working to make you an exceptional server to your clients. This book has supported the way I already thought about my clients and allowed me to build on my skills to serve them properly. With their problems and solutions for solving them at the heart of everything I do. This book will most definitely be a staple that I I return to time and time again throughout my career. I loved it that much there is now a copy on the way from Amazon for in the sales book library at work. A must read for any sales professional.
Over the many years that I’ve worked in a sales environment, I’ve been introduced to a great number of training professionals who have been very helpful. I’ve followed methodologies and philosophies and all with varying degrees of success. I mean, we all know that people buy from people right? NO WRONG, People buy when they have a GAP between their current state and their desired future state. In Kennan’s book “Gap Selling” he delivers the science behind this myth buster and many more old school, deep-rooted sales myths. If you are serious about becoming the best sales professional you can possibly be and you can only choose one book, then this has to be the absolute top book on your list. The brutally honest truth about how sales really works in the modern age. Thanks, Keenan, the difference you are already making in my sales career is phenomenal.
Keenan has written a book that is easy to access, with plenty of real-world anecdotes and examples of how gap selling can work in B2B environment. Based on Keenan's experiences he has developed his own sales methodology, that will enable sales professionals either front line, channel or management to make a dramatic shift in their performance.
This isn't a "hack" book for short cuts with the latest closing techniques, but a new doctrine that if deployed will help either new starters with a great framework or old stalwarts, to adapt and challenge their current thinking.
With over 20 years of sales under my belt, and having read everything from Spin Selling to The Challenger Sale, I can honestly say this book is the most useful, has the most immediate impact and has genuinely improved my pipeline and sales execution. Read it .. then re-read it, take notes and change the way you sell for good. Sales success is one read away!
The secret of big deals: “...you have to reveal the damage the problems are causing them today and the grave consequences that will follow...” Forget product pitches and demos. It’s irrelevant. Start with problem and the cost of consequences. No problem, no sale. Customers hate big change, but the pain of the same is actually worse than the pain of change. I love you Keenan