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

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Agree with Eric Baum 'As the founder of A Sales Guy, a sales consulting firm, Keenan knows what it takes to drive real sales results in today's digital world. Now sales methodologies have been around for years, looking at Google there are at least 10 in circulation today. Therefore, a salesperson needs to make it their mission to find that gap and show how they can provide value by reducing the gap. He explained how first you need to help prospects acknowledge they have a problem so you can then deliver value.

However, if this is your first time with some of the concepts, comprehension may come a little slower.

Especially if you spent the necessary time during discovery, you should know by this point that your product is a good fit, will bring value, and will close their gap. Keenan’s clarity of thought is unmatched and equally applicable to newly minted SDRs and veteran sales leaders alike. Your goal is to discover the facts and the problems, in addition to the impact and the root cause of the latter. The bottom line, if you didn't read Gap Selling, this review will give you a glimpse into what it is about and why you should read it yourself. This seller has been dependable and prompt for multiple transactions now, furthering my trust in them.

This approach is most suited for any high value , abstract products, although I can see it work for selling cars or even cheaper products/services.Gap selling advocates for this shift, urging sales professionals to prioritize discovery over mere promotion. Another is the industry landscape: what macro trends, disruptions, or shifts is the industry facing? Keenan says it very well himself: this is not a book to replace other sales books, but to overcharge them, to add what was missing or still unclear from books like Fanatical Prospecting or New Sales Simplified.

The more information salespeople have about their prospects’ problems, the better they will be at solving those problems and closing the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. That gap needs to be filled, NOT with information about your product and services, but by questions and value add to THEIR problem. Then and only then can we develop and redesign a pathway to lead them ( and you) to a better future state where everyone is significantly better off.Make sure your focus is on determining their current and desired future states instead of pitching your product. Keenan hatched this problem-centric sales framework while running sales trainings for nearly a decade.