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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
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
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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.
What listeners say about Gap Selling: Getting the Customer to Yes
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- misha jessel kenyon
- 19-05-19
If you only ever read one sales book, read this one!
Absolutely career changing. This is how sales should be done. The most practical guide I’ve ever read on executing to the unchanging principles of successful selling.
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2 people found this helpful
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- Jules
- 16-01-19
Keenan has put structure to our sales madness
I've read and listened to every sales book I can get my hands on over the past 20 years and always take small pieces away as advisory elements to my own sales processes. It's been one of the reasons for my success in sales and sales management. Keenan has written a book where absolutely every point is a take away and much of what I always knew was there and didn't have definition or was not documented in my own processes is now crystal clear to me and my growing team. This book has had an impact on every stage in our pipeline including significant additions to our CRM structures. I am super pumped for the impact this will have on our results and the accuracy I now know I can deliver to my board and our investors going forward. Thank you Keenan. PS: the audio performance is EPIC!
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2 people found this helpful
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- marvin smith
- 08-02-24
Gap Selling up your sales game
Direct and concise sales playback, makes you rethink all you have been taught about customer interactions.
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- SteveN
- 18-01-24
Gap Tastic
This is a great book that advocates an amalgamation of coaching and sales practices, if you want to reduced your sales gap then this is the book for you.
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- Anonymous User
- 16-08-23
Essential for tech sales people everywhere.
I really enjoyed Keenans delivery while listening to this book. He is very entertaining and his passion for sales is clearly backed by good ethics combined by precise execution.
Get your sales teams and leaders this boom yesterday.
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- Dan Smith
- 14-07-23
Inspiring and motivating
Incredible book helping me as a sales leader to prioritise curiosity and critical thinking above everything else in my team.
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- Robin Waite
- 01-03-23
Excellent book covering a simple principle
I’ve listened to lots of sales books, but this was a lovely simple concept, explained well, very little piffle or waffle, the author left all his ego at the door. Great book.
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- razeem
- 13-02-23
Emphasis on problem solving
Gives you an interesting insight into solving problems instead selling to customers. Good read for the team
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- Anonymous User
- 08-02-23
A must read! … must listen
Great stories, and for someone who just started with selling, im already doing better, learning more, still failing. But the overall enjoyment from work i get now is unmatched.
Great book
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- Anonymous User
- 28-11-22
Really good sales book
Performance wise he is a bit shouty which can get annoying at times but content wise this book is really insightful and gets straight to the issues at hand. He doesn’t fall in to what a lot of sales trainers do and start talking about anecdotes where he single handily turned a sales team around with his instruction. He makes it clear what his philosophy is and walks you through how to follow it.
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