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This book, if you apply it… really apply it… without picking and choosing the parts you like and skipping the parts you don’t like, will take you right past leveling up and drop you off a few levels beyond wherever you are now. TL;DR: If you want to Gap Sell more effectively, bucket your lines of questioning into Current State, Desired Future State, and How Big Is The Gap Between The Two. Fourth is the root cause of that problem, which could be that their sales reps are too busy prospecting to manually enter the information. 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. So apparently the best salespeople are those who identify the problems and can provide solutions to the problems.
Doing the work and investing your time, interest and authentic self isn’t nearly as easy as it sounds. One – you will gather even more information through this process that will demonstrate you missed something in discovery and need to go back to the drawing board. Finance is provided by PayPal Credit (a trading name of PayPal UK Ltd, Whittaker House, Whittaker Avenue, Richmond-Upon-Thames, Surrey, United Kingdom, TW9 1EH).I like Keenan's experiences he touches upon and the importance of making it about the prospect and not about you. Gap Selling (2019) challenges traditional sales techniques that have frustrated generations of salespeople.
Salespeople who are still trying to “tell” their prospects what they do and why their products matter are just wasting their time. Content is so important to sales and marketing and being consistent with the messaging regardless of channel is critical. Meaning, you have to offer them a future state that is better than their current one and one that will unavoidably motivate them to make the switch. The art of making your client agreeing to something at every step - make them say 'yes' is what makes you come closer to the closing of deal and eventually a successful gap sell sales. It provides sales teams with a clear view of their pipeline status and insights about what leads are likely to convert.The gap selling framework was introduced by Keenan, who goes by just his last name, when he published a book on the subject in 2018. Great stories, and for someone who just started with selling, im already doing better, learning more, still failing. Now, as we conclude our four-step journey, resist the urge to jump straight into your product pitch. What people always screw up is this: the 'gap' (really just a new term for implications), is what pushes people to act, but it's not how you get people interested in the product.
Thus, to sell really well you’d have to have the skills of an expert consultant in the field/ industry in which you operate.
Author Keenan from A Sales Growth Company does a good job of peppering intuitive concepts with snappy anecdotes, but the value of a book like this comes down to personal practice. Gap selling gives you insight into what they're looking for and how to deliver on it—so when it comes time to make a sale, you have a better idea of how to make it happen. You'd pull out spec sheets with pressure tolerances and chemical resistance data, confident this thorough information dump will clinch the sale. The theme of discovery is carried out till the very end until the client naturally makes the ‘decision’ he wants your product / service.
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.Named one of the top social sellers by Forbes and a Top 50 sales influencer by Top Sales World Magazine, Keenan's insights on modern sales success have been featured in Harvard Business Journal, Huffington Post, and Inc. and is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody's Teaching You.
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