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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
5 out of 5 stars (19 ratings)

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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

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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.

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  • HudnallsHuddle
  • 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 of 3 people found this review helpful

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  • 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 of 3 people found this review helpful

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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 of 1 people found this review helpful

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  • Luis Cuebas
  • 2019-08-13

very detailed about the processes to follow

great book its completely different from the old selling methods! he elaborates everything very well

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  • Phill Keene
  • 2019-08-08

Keenan tells it like it is

Thank you Keenan for writing this book! Absolutely one of the most tactical and useful books on sales I have ever read.

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  • Rslee
  • 2019-07-29

must for anyone who is in sales

A great book that describes the revolutionary method and intricate details in selling. A ton of good useful information for salespeople and sales managers. I am using some of Keenan's techniques in my sales strategy.

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  • Jennifer M. Young
  • 2019-07-15

The sales tools you’re looking for


You are probably considering this book because you are looking to boost your sales performance. Keenan has helped our organisation do just that and if you not only read this, but vigorously APPLY the Gap selling principals. You will most likely experience the results you are seeking.

Keenan is in your face, sure. But he practices what he preaches. His teaching is clear, concise and replicable.

Gap Selling has revolutionised my approach to sales and the results speak for themselves.

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  • br109
  • 2019-07-13

Maybe the best book on sales I’ve ever “read”

Keenan is a bad ass. This one is worth your time.

Well, this is strange. I’m usually struggling to stay UNDER the word limit. I think what I said above summarizes it well.

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  • Jessica Leger
  • 2019-07-02

Eye opening

Great information and real world examples. Really clear, practical techniques to follow which will assist anyone sale to the gap.

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  • Robert C.
  • 2019-07-02

great content, amazing presence, helpful af<br />

loved all of it. going to make this required reading for my team and staff