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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 Paperback – Illustrated, 5 November 2019
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"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 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." -- Caleb Malik, Sales Executive at SmartBug Media
"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." -- Casper Fopp, Chief Revenue Officer at Wondersign
"Gap Selling isn't Gold... It's Pure Rhodium! The first thing I did when I finished Gap Selling 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 Gap Selling, 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 Gap Selling is top to bottom, front to back, 360 degrees the only book you need to read if you are in sales." -- Ned Arik, Business Development Consultant at VertiMax
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Most helpful customer reviews on Amazon.com
Here are some of the more cogent examples from the book:
• The customer does not care about you. The customer does not care about your company, or how long it has been in business, or how it started. The customer only cares about one thing, and that is, what can you do for her?
• The sales person is dead: You are a consultant, an advisor, an expert, someone who is a peer, someone, the customer comes to rely on for valuable solutions.
• Customers don’t buy from friends: Or drinking buddies, or golf partners. Customers, buy from someone who can bring them value…yes, even if they don’t actually like that person.
• Customers do like change. Heck, they will embrace change, if you can prove to them that it will make their product, and their company better.
• Show them the future: Customers will change, when the future you show them is better than the present, they told you they liked.
• Customers will return your phone calls and answer your emails: If they are provocative enough. If the messages surprise them and if they are intrigued. You don’t like to answer boring sales calls, why should your customer?
And there is so much more. The author shows you how to move the customer off the dime when he is stalling. Or, how to get her to talk and into telling you what they need, by asking her a series of questions that will drive her to let you solve the problems for them.
I started sending this book out to some of my sales training clients, even before I finished it tonight. Please, if you are the kind of person who never reads a book on sales, start today with this one. Or, if you are the kind of person who is reading sales books all the time, grab this one next. Heck, stop reading the one in your hand right now and pick this one up. I guarantee it is better than the one you’re reading now.
I having nothing but high praise for Keenan and this powerful, provocative and supremely helpful book! From his motivation as a professional seller (to successfully solve customers' problems) to his bold statement that your sale is won or lost during the discovery phase of the process, to his EPIC rant in Chapter 11 about why most demos suck (he actually uses the word "butcher" to describe what most salespeople do during their awful demos), I found myself shouting "Amen!" in vehement agreement with just about everything suggested in Gap Selling.
Get this book and read it. It will challenge you. It will make you think. It will help you truly see your role in closing the "gap" and taking your customer from their current state to the desired future state -- and provide you with all kinds or practical advice (and some unique insight) about how to accomplish that feat. It's easy to see why this book is garnering the following it now has and the well-earned reviews here on Amazon. Great work, Keenan! The sales community will benefit greatly from Gap Selling.
Gap Selling provides a fresh framework and approach to hitting and exceeding your number. Some of the topics it covers include: Knowing the Game, How to Play, Gap Prospecting and Building a Gap-selling team. Keenan dispels some commonly held beliefs and practices in terms of sales that are holding people back from reaching their potential.
What I really appreciated about this book was it's brutal honesty, its deep insights, and the fact that it was well-written. Some salesbooks have tremendous content but aren't well written. Gap Selling is the best of both.
I highly recommend that you read this book. If you're like me and are in sales leadership, buy a copy of it for your team as a New Year's Gift. They'll love you for it.