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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
Auteur(s): Keenan
Narrateur(s): Keenan
Durée: 5 h et 47 min
5 out of 5 stars (13 évaluations)

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Description

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

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Au global

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Trier :
  • Au global
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Histoire
    4 out of 5 stars

The definitive guide for modern selling

This book was like getting a punch in the jaw! Hard hitting, no nonsense, tactical advice. If you want to wake up your tired sales strategy I highly recommend listening to this audio book.

Trier :
  • Au global
    5 out of 5 stars
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  • HudnallsHuddle
  • VA
  • 2019-02-10

Marketers - A MUST read to align with your sellers

It is a must to first know your market and customers to then be able to position your solution for customer outcomes and know the value of the outcome based upon the pain being experienced by your prospects. Marketers, read the book, refresh your focus, target customer definitions and messaging to your customers and support your sellers.

Content is so important to sales and marketing and being consistent with the messaging regardless of channel is critical. Keenan describes selling to the Gap between desired outcome and current state. The bigger the gap, the bigger the pain and the bigger the need to fill that gap.

This is a great read for both sales and marketing to drive the revenue engine. Marketing it is our job to fuel that engine, this is a good read to get on the same page with your sellers.

3 personnes sur 3 ont trouvé cette évaluation pertinente

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
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    5 out of 5 stars
  • Brandon Eyring
  • 2019-01-15

best sales book since SPIN selling

absolutely love this book. beat tactical sales book since SPIN selling. its better than SPIN selling because of simplicity and effectiveness. read this book many times.

3 personnes sur 3 ont trouvé cette évaluation pertinente

  • Au global
    1 out of 5 stars
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  • Joe Diablo
  • 2019-06-12

"Duh-No S!#t, Exchange please?

I couldn't make it through more than about an hour of this.
I'm exchanging it.
First, the advice in this book is specifically for Business-to-business sales, where your 'product' can be custom tailored to solving your prospects' PROBLEMS, or the 'GAP' between where they are (in terms of any aspect of their business) and where they'd like to be.
Obviously, if you're selling cars, your prospects "problem" is that they need a car, or a better one. Hello??? (Duh - no shit),
Obviously, if you're selling tshirts and your prospect is barefoot... you need to send them to a shoe store. Hello??? (Duh - no shit).

Second, he says the key to your personae as a (B2B) salesperson is to be an expert in your prospect's industry.
Well, duh - no shit. Jordan Belfort already said that in his book anyway. Tell me something new ffs.

...and that's where I quit.

Sorry

1 personnes sur 1 ont trouvé cette évaluation pertinente

  • Au global
    5 out of 5 stars
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  • Jaslyn Oberoi
  • 2019-04-07

couldn't turn it off

finished the book in 2 days. nonstop value throughout, Keenan is an electric narrator. great job!

1 personnes sur 1 ont trouvé cette évaluation pertinente

  • Au global
    5 out of 5 stars
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    5 out of 5 stars
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  • Amazon Customer
  • 2019-06-02

Buy a copy for your entire team now!

My man Keenan drops the HEAT once again! if you’re not getting a copy of this for each and every business builder on you’re team you are missing the VITAL pieces to what it takes for sales success in this century. About to start this thang over again...

  • Au global
    5 out of 5 stars
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  • Kerry
  • 2019-05-28

Great book

I’ve been through quite a few sales books and sales training programs and this one is excellent. I highly recommend it

  • Au global
    5 out of 5 stars
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  • Anonymous User
  • 2019-05-10

Prepare for your head to explode

Yep, Keenan outdid himself again. In a world of "sales gurus" who all have some secret sauce that always boils down to the same traditional sales approach, Keenan turns the tables and forces you to focus on the one thing that matters most: Your Customer. No pie-in-the-sky 30k foot view garbage here; these are the tactics and mindset reset you need to change the way you sell forever.

  • Au global
    5 out of 5 stars
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  • Eddie
  • 2019-04-30

Great book for sellers of all experiences

I have read many sales books and this one is definitely near the top. whether you are just starting in sales or are in upper management, this book will really challenge you to develop the way you interact with your prospects. Make sure to keep yourself honest and start to apply the principles. If you can do that, I assure you that you will see a change in your customer interactions.

  • Au global
    5 out of 5 stars
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  • Marc Anthony (Tony) Nisam
  • 2019-04-20

Evolve or die!

Want to take your sales success to the next level? this book will get you there!

  • Au global
    5 out of 5 stars
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  • Anonymous User
  • 2019-04-14

Excellent!

This book is packed with the best of sales techniques, prospecting tools and even recruiting tips. There’s so much info that it’s weird the book isn’t longer.
Now I’ve bought the pocket so that I can use it as a tool in my daily work.