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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
Categories: Business & Money, Sales
5 out of 5 stars (28 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

What members say

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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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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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  • 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!

2 of 2 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.

4 of 5 people found this review helpful

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  • L.
  • 2019-10-17

I enjoyed listening to Keenan

I recommend it specially if you are in a consultative sales role and have some business acumen.

1 of 1 people found this review helpful

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  • NiceyLuvsTubing
  • 2019-10-08

Great for Getting Started

This is great for getting a good understanding. But more ex would have been more helpful.

1 of 1 people found this review helpful

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  • Amazon Customer
  • 2019-09-28

SPIN selling with more EQ mixed in

This is literally SPIN selling with more emotional intelligence mixed in. The problem with problem based selling is that 99% of prospects with your problem typically don't know they have it or do know and refuse to admit it. He does a pretty good job of addressing this huge issue, better than the original SPIN selling book does.

The big thing missing is this: people buy what they WANT AND DESIRE, not just solutions to problems and this is the #1 thing sales books miss. What people always screw up is this: the 'gap' (really just a new term for implications), is what pushes people to act, but it's not how you get people interested in the product.

1 of 1 people found this review helpful

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  • Jamie Muffuletto
  • 2019-09-11

Listen to this guy!!

I read the book also, but hearing Keenan’s passion for success on the Audible was the best. A methodology that I will practice for life.

1 of 1 people found this review helpful

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  • randy r kenner
  • 2019-11-11

Tired of trying to convince people to buy

This book is great because it reminds you that selling on price, selling on being better than the competition really doesn't matter, or work... 2005 sales strategies don't work so well anymore. I liked this book because it made me realize that I'm not in sales to convince, force or trick people into buying! It's a great book, but it's for experienced sales people who need a reminder or update their strategy. Not a 1st sales book you should ever read... but more of a 4th, 5th, 6th, etc... sales book you should definitely read.

Refreshing to have a sales book that's not all short cuts and how to spend less time in the office or prospecting. Which are built on lies and sold to people looking for a way out of doing the work... myself included!

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  • Michael
  • 2019-09-25

Great insight for sales people!

Keenan provides knowledge you can put to use, now!! There are a ton of real examples you can easily use in your every day sales, no matter where you are in your career.

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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