Resources – Book

Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

Dan Knowlton recommended this book during his episode (listen to Dan here) –

“There’s a really good book called Gap Selling from a guy called Keenan; that book really helped me understand the importance of asking the right questions to understand that root cause, because someone may tell you what they think their problem is, but that’s not their problem.

 

Until you dive deeper and really unpack the situation, they’re in and their future state — it breaks it down into current state, future state and figuring out the gap — and then you can capitalise on understanding that gap to sell your service.

 

So that’s a really good book that’s helped me, that again helped me understand the importance of asking those questions and having that kind of conversation at the start of the process.”

About the author

Keenan is CEO and president of sales consulting firm, A Sales Guy Inc. and is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You. Keenan was named one of the top 30 social sellers in the world by Forbes. He was named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. He has also been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine and Inc. He and his daughters live and ski in Denver, Colorado.