In recent episodes, a clear theme has emerged - there's a lot of telling and not enough asking in sales. What distinguishes a successful salesperson from an average one is the ability to influence the sale. It's not about regurgitating industry facts and figures; true influence comes from understanding, articulating value, and asking the right questions. Just as at a party, where someone who talks only about themselves is a conversation killer, in sales, being a product feature parrot is a turn-off. Instead, the key is to ask, understand, and convey the value you can bring to your prospect's business. In the world of 'Good Selling,' it's all about asking, learning, and listening. Encourage your customers to share their needs, desires, and obstacles. Are you engaging with them in a way that invites them to open up about their business?

If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems salespeople face is asking the right questions. Oftentimes, they don’t fully understand where they are trying to carry the conversation or get lost along the way. Asking the right questions in a discovery call is an art and you want them to lead you to a problem as quickly as possible. We don’t want to waste our time as sellers or the prospects time inching our way to a problem. 

In this week’s episode, Matt does a pretty good job of that. He knows the problem he can solve and he asks questions directly to get to answer “does Keenan have a problem I can solve?” 

Your old-school selling methods won't cut it anymore. Pushing product is out, understanding your customer's challenges is in. 

In this episode of Gap Sell Keenan, we see the importance of searching for problems and not being product-centric.

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Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company. 

From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.

Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.

➜Gap Selling Resource Center: https://salesgrowth.com/resources/
➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...
➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

Hey Gap Sellers! Welcome to episode 62 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. This episode features Jonas from Merchant Cost Consulting. 

This may be the quickest episode of GSK yet with maybe the most important message: Do not be afraid to fail. Put yourself in positions to fail. Failing is a catalyst for personal and professional growth. 

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Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company. 

From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.

Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.

➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...
➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

Hey Gap Sellers! Welcome to episode 61 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. Today is Nick with Melt Studio. 

Be empathetic towards your buyer's challenges. Customer-centricity and problem-centricity are the future of sales and marketing. As a salesperson you want to build trust and rapport through being able to relate and have an in depth conversations about your buyer, their environment, and the problems they’re facing. You want to become a trusted advisor. If a customer feels that you truly understand their needs and the problems they are facing they are far more likely to lean on you when they need help.

___________________________________________________________________________________
Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company. 

From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.

Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.

➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...
➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

This happens all the time on sales calls – we’re doing a discovery and we get flustered when the buyer doesn’t have a problem or an apparent “need” for our product. Rather than remaining calm and using our brains to try and find another angle we default to a product pitch. 

Salespeople have a tendency to do 2 things when they get stuck – 1. Focus on a technical problem the buyer has mentioned and try to sell to that or 2. Start pitching how great the product is. 

Stick to your method, continue to search for large business problems that the client can solve using your product. 

Show notes:
6:59 – You need to find a problem
10:00 – You need to stay away from product pitches when you get trapped
11:15 – Self diagnosing questions hurt because your buyer may not know their limitations
13:15 – Stay out of the future state
14:50 – If you’ve done your research on your market then you should know the questions to ask!
20:07 – Pay attention to everything your buyer says, you may find problems you can solve in the future
20:42 – Are close ended questions effective tools in a sales call or can they get you in trouble?

___________________________________________________________________________________
Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company. 

From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.

Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.

➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...
➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

Hey Gap Sellers! Welcome to episode 59 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. Today is Brice with Leadr.

Watch how Brice really keeps his cool as hundreds watch him live on Linkedin! The lesson in this episode is all about process questions. How they help; how they hurt. Check it out!

➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...
➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

This week on Gap Sell Keenan we've got Lance Junck! Watch as Lance tries to sell Keenan!

Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.

Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.

This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.

If not, he'll offer his coaching tips to the seller on how they could improve.

Get Your Copy of Gap Selling
Gap Selling Online Training
Watch Episodes

This week on Gap Sell Keenan we've got Gaetano DiNardi! Watch as Gaetano tries to sell Keenan!

Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.

Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.

This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.

If not, he'll offer his coaching tips to the seller on how they could improve.

Get Your Copy of Gap Selling
Gap Selling Online Training
Watch Episodes

This week on Gap Sell Keenan we've got Gabriel Dabi-Schwebel! Watch as Gabriel tries to sell Keenan!

Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.

Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.

This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.

If not, he'll offer his coaching tips to the seller on how they could improve.

Get Your Copy of Gap Selling
Gap Selling Online Training
Watch Episodes