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  • 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
  • Written by: Keenan
  • Narrated by: Keenan
  • Length: 5 hrs and 47 mins
  • 4.8 out of 5 stars (98 ratings)

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Gap Selling: Getting the Customer to Yes

Written by: Keenan
Narrated by: Keenan
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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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Great book for Selling!

Great book for Selling! Enjoyed the process and ideas. Will read again and train my staff

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Great book that covers the must’s of selling

A great break down on what it takes to sell in the current age of digital media. Really enjoyed the examples given as well, everything made sense.

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Very good

Clearly one of the top book i bought, thank you.
what is this 15 words minimum bullsht

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Great book for selling and for life

Really practical and broadly applicable information! I’d recommend to anyone and in particular business owners and leaders and anyone who works directly with people. Easy to listen to and I’d listen to it again.

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My head hurts and I have a lot of homework to do

Everything I knew about sales was a lie. if you want to be challenged read this book.

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Highest level of understanding the sales game

This audiobook has allowed me to understand what allows a sale to happen and why people buy a product or service in the first place. People buy a product or service to solve some specific problems they have and attain a desired future state (place they want to be or something they want to have). People buy from you or companies because they have deemed their desired results more worth it than the cost or sacrifice of changing from where they are in their current state. What you are selling is NOT your product or service, but the results they can deliver, the problems they can solve, the change in fact. To get them to buy from you, they have to believe it is worth the investment to make that happen, not just the money, but what they have to go through as company as well, price + changing of software or methodologies, or whatever the change you can implement might suggest.

The reason why most sales people struggle to hit sales quotas or achieve their goals is because their approach is entirely focused on their product or service, on the company, its awards, it's all "ME, ME ME," because it's focused on them. Sales is not about you, it is about finding, and diagnosing your customers problems, understanding their business and the implications that those problems are having on it, and the root causes of those problems. That's what you discover on your discovery meeting or strategy session. On the demonstration meeting where you speak about your product or service, you do not fall into the mistake of talking about all the features and benefits and all the little things your product can do, No. You speak specifically about what features your product has that can help/solve the problems uncovered on the first meeting, how they do so, etc. You're not there to cover everything that your product can do, but what things that it can do, that can solve your customer's problems and get them to their desired result. It's about them.

This book just really goes in-depth on one core principle/mindset (the GAP selling methodology) and how it changes and shapes all of your messaging/strategy and more. It will change how you view the sales game, how you view and go about helping your potential customers. Really, every part of the sales process/cycle.

It will also help you to make certain commonly disliked parts of the sales process more "fun" or fulfilling/rewarding such as prospecting, really any kind of prospecting, because your prospects will be happy to talk to you given that you have their best interests in mind, and that you have identified potential problems they might have, how you can see if they have them, and what solutions are available for them to remove those pains.

Give this book a shot.

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Overall eye opener!

This an excellent book. If you are a digital marketer or sales person of any level this book and Keenan give a hands off hand on approach to effective selling. I have already implemented it in my business, and my audit videos. I can't say enough, i pay a lot for a sales coach and this just kinda threw out the ideas of nurture and cold calling. Get to the root cause is such a powerful concept that has helped me. Thank you!

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AMZING MUST READ!!

This is one book that will completely change how you sell!! PERIOD!!

Listen, relisten and go back to help improve your sales methods. This will make a huge difference in your business and most important your bank account!!

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The new era Selling mantra

We are moving into a new redundancy-filled world where it's not enough to "exist" in the marketplace but rather be unique. That can be done for a salesman with Gap-selling as a methodology. Keenan Reads his best-seller and delivers.

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Good story but nothing new

Good concept but nothing new for me as the story in itself is not new.
I would suggest reading all of Geoffrey Gitomer's books - he did already describe this concept some time ago... And he himself I believe was not the originator of the concept.
Overall, the book is essential for sales trade. I would like to manage a sales team which embraced the concept to its fullest

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