Sellers still struggle with answering what problems they solve. You need to get into the nitty-gritty of your audience problems, where these problems start, how big the problem is, and who is most likely to struggle with this BEFORE you start to sell.  ..read more

You’ve prospected well, you’ve set a meeting, you think it goes well, but the buyer disappears after. What happened? You botched it somewhere. A lot of sellers fail to effectively communicate and highlight the buyer’s problem. You’ve created a scenario lacking in urgency. The buyer is not going to be motivated to change, nor are they going to believe that they need whatever you’re selling.  Closed won sales are built upon understanding the buyer’s perspective. When a seller fails to highlight the buyer’s problem, it’s likely because you don’t know enough about the problems you can solve o ..read more

Selling in competitive markets can be brutal. Kelly Biggs of WSI Biggs Digital is in one of them. Listen to how she ties her services to revenue and books a second meeting ..read more

This week we see an emphasis on addressing the business problems that an organization may be struggling from. Stick to the business problems and stay away from comparing your product to competitors.  ..read more

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 b ..read more

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. ___________________________________________________________________________ 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 m ..read more

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.  ___________________________________________________________________________________ Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well ..read more

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 fa ..read more

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.  S ..read more

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 c ..read more