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

by Keenan

Overview

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.

Product Details

ISBN-13:	9781732891005
Publisher:	A Sales Guy Publishing
Publication date:	12/03/2018
Pages:	262
Sales rank:	137,633
Product dimensions:	6.00(w) x 9.01(h) x 0.80(d)

About the Author

Keenan is CEO and president of sales consulting firm, A Sales Guy Inc. and is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody's Teaching You. Keenan was named one of the top 30 social sellers in the world by Forbes. He was named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. He has also been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine and Inc. He and his daughters live and ski in Denver, Colorado.

Editorial Reviews

"As Keenan argues in Gap Selling, we all sell the same thing: change. Unfortunately, customers often reject the very premise of what we're trying to sell--not because they don't agree with the vision we've painted but because they see the journey as too hard, too risky, too uncertain or too expensive. In his latest book, Keenan offers a fresh and provocative formula for helping customers realize that the pain of same is actually worse than the pain of change." -- Matt Dixon, Co-author of The Challenge Sale

"Oh, Boy! Keenan's done it again. From relationships, to closing, from overcoming objections, to negotiating price, he's busted all the sales myths that actually create the very problems that salespeople so desperately want to avoid. In his typical in-your-face style, Keenan has nailed the buying process--and how selling is something you do with buyers, not to them." -- Jill Konrath, author of More Sales Less Time & Snap Selling

"Gap Selling works! Our team used Gap Selling and it completely transformed the way we went about selling--as well as our results! It increased sales, shortened sales cycles, and gave us a way to address those frustrating feature and price objections. Gap Selling offers a deceptively powerful way of thinking about how to approach the sale. With Gap Selling, your sales will be faster, more predictable, and more profitable." -- Eugene Carr, Founder of Patron Technology

"Mind the Gap. No really! Old style selling has us focused on current state and future outcomes. What we don't do is sell to the gap between and connect the dots. That is where the value lies. Keenan nails this and shows us how to connect the dots. Read this book. Sell to the gap. Make your number." -- Trish Bertuzzi, Author of The Sales Development Playbook & CEO/Founder of The Bridge Group

From the Publisher