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Are You Managing The Gap In Your Prospects' Business?
Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies and their prospects by being too transactional, talking too much and not listening enough. Weak questions, poorly planned, poorly executed leave buyers cold. Keenan describes how to find the gap between a prospect’s pain and their desired outcome. We explore whether story telling has a part to play in the sale or if it is the seller’s job to coax the buyers’s story from them.
In a robust, no punches pulled interview we explore what managers and leaders are doing to perpetuate the worst behaviours in salespeople and why it is essential for salespeople to up their own game.
Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.
You can contact Keenan on LinkedIn at https://linkedin/in/jimkeenan
Via his website and blog
https://aalesguyconsulting.com
Https://aalesguy
Via Twitter: @keenan
--
Book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
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By Marcus Cauchi, Laughs Last Ltd
4.8
2323 ratings
Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies and their prospects by being too transactional, talking too much and not listening enough. Weak questions, poorly planned, poorly executed leave buyers cold. Keenan describes how to find the gap between a prospect’s pain and their desired outcome. We explore whether story telling has a part to play in the sale or if it is the seller’s job to coax the buyers’s story from them.
In a robust, no punches pulled interview we explore what managers and leaders are doing to perpetuate the worst behaviours in salespeople and why it is essential for salespeople to up their own game.
Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.
You can contact Keenan on LinkedIn at https://linkedin/in/jimkeenan
Via his website and blog
https://aalesguyconsulting.com
Https://aalesguy
Via Twitter: @keenan
--
Book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
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