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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
  • By: Keenan
  • Narrated by: Keenan
  • Length: 5 hrs and 47 mins
  • 4.8 out of 5 stars (234 ratings)
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Gap Selling: Getting the Customer to Yes cover art

Gap Selling: Getting the Customer to Yes

By: Keenan
Narrated by: Keenan
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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.

©2018 Jim Keenan (P)2018 Jim Keenan

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

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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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Selling 3.0

A must read for all levels of sales professionals. Although I disagree that the scene from Glengarry Glen Ross is nonsense. It is great!

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Even people who aren’t in sales need this

Keenan gives an incredible insight into sales (or put another way, problem solving!!!)

You neeeeeed this book of you do any sort of selling. Incredibly useful and practical approach to being at your best and learning the art of true problem solving

Thank you Keenan!

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Fabulous learnings

This book has provided me with Clarity and the structure I needed to shape our approach.

Your methodology makes perfect sense. I am going share my learnings with my consulting sales team who are high performing inquisitive sellers who will be keen to embrace new processes making them business relevance to our customers

Thank you
Phil
MD CleverTouch Marketing


Sent from my iPhone

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keenan's approach simply rocks!

I went three times over this audible and each time I enjoy it thoroughly and learn something new.
Keenan will navigate you through the entire process in a way that you will understand it clearly with his storytelling skills, but most importantly he will lay down a clear path for you to follow.

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loved It very inspiring and worth knowing

loved It very inspiring and worth knowing as a sales person. full of usable insights.

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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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Top book

Narrator engages you from the first to the last minute!! well worth a read for salesmen

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Good motivator and method for sellers

Good content for focusing on gap selling
Great ideas and methodology for those working or soon to be.

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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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