Chapter 1 When you think of high-performing sales reps, you might picture smooth talkers, sharp dressers, or charismatic presenters. Yet beneath all those traits lies an unspoken truth: none of it matters if you don’t have prospects to engage in the first place. That’s why prospecting remains the central pillar of any successful sales strategy, […]
Chapter 13 “The best sellers focus on solving, not selling.” — Keenan, Gap Selling In Chapter 13 of Gap Selling, Keenan challenges conventional sales tactics by emphasizing that the true mark of a successful seller lies in their ability to be a problem-solver. The Gap Seller mindset is all about putting the customer’s outcomes above […]
Chapter 12 “Closing isn’t about pressure—it’s about partnership.” — Keenan, Gap Selling In Chapter 12 of Gap Selling, Keenan redefines the closing process. Instead of relying on high-pressure tactics that force a quick “yes,” he advocates for closing as the natural outcome of a consultative, problem-solving process. When you’ve taken the time to thoroughly uncover […]
Chapter 11 “Sales isn’t talking at your customer; it’s working with them to uncover and solve their gap.” — Keenan, Gap Selling In the dynamic world of sales, the most successful professionals understand that the conversation is not about a one-sided pitch—it’s about engaging with the customer as a partner. In Chapter 11 of Gap […]
Chapter 10 “People buy from those they trust.” — Keenan, Gap Selling In today's complex sales landscape, the ability to build trust and establish credibility is paramount. In Chapter 10 of Gap Selling, Keenan highlights that trust isn’t something that can be demanded—it must be earned. Buyers are more inclined to engage with, invest in, […]
Chapter 9 “People resist change more than they resist you.” — Keenan, Gap Selling In today’s rapidly evolving business landscape, the ability to drive change is essential for companies looking to maintain a competitive edge. Yet, one of the most common challenges faced by sales professionals is overcoming customer resistance. In Chapter 9 of Gap […]
Chapter 8 1. Understanding the Nature of Objections a. Sources of Objections b. Common Misconceptions about Objections By shifting your perspective and viewing objections as helpful signals instead of personal barriers, you create space for deeper, more meaningful sales conversations. 2. Reframing Objections as Opportunities Keenan’s approach in Gap Selling emphasizes that an objection is […]
Chapter 7 1. Why Positioning Matters 1.1 Aligns Your Solution with Their Needs 1.2 Differentiates You from Competitors 1.3 Clarifies Value 2. The Gap: A Refresher Before you can position your solution, you must ensure you fully understand the buyer’s gap: Pro Tip: The larger and more tangible the gap, the more urgent the need […]
Chapter 5 1. Introduction: The Power of Quantification In Gap Selling, Keenan stresses that numbers don’t lie. When you translate a buyer’s challenges into tangible metrics—like time saved, revenue gained, or costs reduced—you move the conversation from emotional or intuitive judgments to cold, hard facts. This transition is pivotal because: Put simply, quantification transforms a […]
Chapter 6 1. Why Questions Are the Key to Successful Sales In any consultative sales methodology—particularly in Gap Selling—the salesperson’s ability to ask insightful questions often determines the success of the sale. While many sales reps default to pitching products or features, Keenan underscores that the right questions are what: In short, questions turn you […]
Chapter 4 1. Introduction: Why Emotional and Rational Drivers Matter In sales, you’re rarely just selling a product or service—you’re selling a solution to a problem that impacts your buyer on both a personal and business level. Keenan highlights two fundamental decision-making forces that shape this dynamic: Why They’re Crucial: Understanding how to balance these […]
Chapter 3 In Chapter 3 of Gap Selling, Keenan emphasizes a vital aspect of sales: deeply understanding your customer’s problems. Success in sales isn’t about flashy pitches or impressive product features—it’s about uncovering the challenges that truly matter to the customer and aligning your solution to address them. This approach doesn’t just build trust; it […]
