Gap Selling - by Keenan (Paperback)
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<p/><br></br><p><b> About the Book </b></p></br></br>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.<p/><br></br><p><b> Book Synopsis </b></p></br></br><p>People don't buy from people they like. No! Your buyer doesn't care about you <em>or</em> 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. <em>Gap Selling</em> shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.</p><p>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).</p><p><em>Gap Selling</em> 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.</p><p>Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. <em>Gap Selling</em> flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: </p> <ul> <li>Shorter Sales Cycles</li> <li>Increased Revenue</li> <li>Elevated Deal Values</li> <li>Higher Win Rates</li> <li>Fewer No Decisions</li> <li>More Leads</li> <li>And Happier Buyers</li> </ul> <p><em>Gap Selling</em> elevates the sales world's selling IQ and turns sales order takers into sales influencers.</p><p/><br></br><p><b> Review Quotes </b></p></br></br><br><p>"As Keenan argues in <em>Gap Selling</em>, 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." <strong>-- Matt Dixon, Co-author of <em>The Challenge Sale</em></strong></p><p>"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." <strong>-- Jill Konrath, author of <em>More Sales Less Time & Snap Selling</em></strong></p><p>"Gap Selling works! Our team used <em>Gap Selling</em> 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. <em>Gap Selling</em> offers a deceptively powerful way of thinking about how to approach the sale. With <em>Gap Selling</em>, your sales will be faster, more predictable, and more profitable." <strong>-- Eugene Carr, Founder of Patron Technology</strong></p><p>"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." <strong>-- Trish Bertuzzi, Author of <em>The Sales Development Playbook</em> & CEO/Founder of The Bridge Group</strong></p><p>"From actionable tips and tactics to hiring gap sellers to managing gap selling teams, this book has everything you need to know about selling to the gap. Most salespeople would be better off reading this book 20 times than 20 sales books one time. More than that, this is a book for more than just salespeople. It's a book that can benefit marketers, customer success teams, and business leaders--it's a better way of doing business. Indeed, it's a book that I will read many more times over the course of my career." <strong>-- Caleb Malik, Sales Executive at SmartBug Media</strong></p><p>"If my memory was erased and I had to start over in sales and I could only use one tool to train myself--it would be this book." <strong>-- Casper Fopp, Chief Revenue Officer at Wondersign</strong></p><p>"<em>Gap Selling</em> isn't Gold... It's Pure Rhodium! The first thing I did when I finished <em>Gap Selling</em> was Google 'what is the most expensive metal?'. I found out that rhodium is the most expensive of all precious metals, currently trading at $2,725 an ounce. To give you a better idea of its cost, that's more than twice as expensive as gold and 154 times more than silver. To this day, when someone believes something is exceptional they say, 'It's pure gold'. Well in the case of <em>Gap Selling</em>, they would be about 2X off of their evaluation. In my career, I've invested money in books, courses, conferences, and coaches. I now know that investing is a code word for 'wasted' because <em>Gap Selling</em> is top to bottom, front to back, 360 degrees the only book you need to read if you are in sales." <strong>-- Ned Arik, Business Development Consultant at VertiMax</strong><br /> </p><br>
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