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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 (99 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
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What listeners say about Gap Selling: Getting the Customer to Yes

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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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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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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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Amazing learning

I really loved this book ! you actually learn step by step a new way of approaching sells ! And it works !!!!

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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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No body gives a shit about you! loved it.

This was a great audio, I will look for other titles by Keenan, join the group, and probably take extra training. It is exactly what I was looking for to transition away from old school sales. From current state to future state.

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If you're in sales read this now

The author has great delivery and passion. Keenan has a data based approach to selling that takes the spin / bs out of pipeline reviews and target setting. Great insights to prospecting and the over all sales process

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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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Great book for Selling!

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

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1 person found this helpful