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 […]
Chapter 2 In Chapter 2 of Gap Selling by Keenan, the author emphasizes the importance of understanding the buyer’s current state before trying to sell them a solution. The "gap" is defined as the difference between the buyer’s current state (where they are now) and their future state (where they want to be). This gap […]
Chapter 1 What Exactly Is Problem-Centric Selling? Problem-centric selling reorients the entire sales conversation around the customer’s problems instead of your product’s features. Rather than walking a prospect through a list of capabilities or bells and whistles, you dig deep into their business challenges and needs. Key Attributes By speaking directly to the issues that […]
