99: Keenan - Gap Selling

Antagonist, author, and consultant Keenan to talk about his Gap Selling methodology

 

Gap selling is the space between your solution, and the customer.The gap is the state between the current state and the future state. Gap selling helps you challenge your customers with the status quo.

 

What our job in sales is today

How to help customers discover and open up about their pain - that you can solve

Asking the right questions 

Selling to pain and pleasure

Listening and picking up connections

Probing vs provoking questions

The power of the summary email

Winning credibility with the how