Moving on to step two, with a good understanding of their terrain, it's time to dig deep into the specific problems at hand. Y de eso trata "Gap selling", de enseñar un método para vender mejor en el entorno de empresas para empresas. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. Before gap selling, Keenan noticed sales reps spent most of their time pushing the benefits of their product and the cost of not implementing it. The most practical guide I’ve ever read on executing to the unchanging principles of successful selling.

Second, he says the key to your personae as a (B2B) salesperson is to be an expert in your prospect's industry. 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.The theme of discovery is carried out till the very end until the client naturally makes the ‘decision’ he wants your product / service.

This requires your team to have intimate knowledge of their deals because they do not have the wiggle-room to miss by more than 15%. I have zero doubt this book has already improved my Sales skills, and will take my Sales career to the next level. You share relevant case studies and pipe life comparison charts and you show that your pipes are superior.

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 can actually prove to be a valuable tool, alerting management early to a situation where target will most likely not be met and providing enough time to try and resolve that negative outcome.

Obviously, if you're selling cars, your prospects "problem" is that they need a car, or a better one. Would recommend it to those getting their feet wet in selling, but might not translate to all industries in the same way. They showed how their product helps sales reps save time, identify companies that need their services, and understand how Toplyne can help them grow revenue.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. This "problem-centric" approach creates a highly relevant sales conversation and makes closing the sale almost an afterthought. This is a lifetime project to make top guys curious, open to reflection and eager to transform to greatness. Harvard Business School professor Rosabeth Moss Kanter identifies 10 threats that can trigger negative emotions and kill a budding sale: loss of control, excess uncertainty, surprises, too much change at once, loss of face, insecurity, extra work (for the other party), ripples from your actions to others in their lives (the “ripple effect”), resentment from past interactions with you or your company (“past resentments”) and real danger for either party if things go poorly.

Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. You hammer him with a high-pressure closing technique like "If you need new piping that meets these specs, why not go with my brand you can trust? Getting to the bottom of what motivates change is what the last three truthbombs of selling encompass. First are technical problems – what specific limitations exist with current products, tools, or capabilities? According to Caleb Malik, sales executive at SmartBug Media, most salespeople would be better off reading “Gap Selling” 20 times than 20 different sales books one time.

We’ve scoured the Internet for the very best videos on Gap Selling, from high-quality videos summaries to interviews or commentary by Keenan. Discovery: Know your clients better than they know themselves: A great way to lay groundwork before meeting with a potential client is to draft a Problem Identification Chart. Problems get you to the impact and the impact is where urgency, value, and need live and where the sale takes root. Now, as we conclude our four-step journey, resist the urge to jump straight into your product pitch.