Gap Sell Keenan

This week Keenan sits down with Paolo Gagliardi of Anglepoint. Anglepoint is the leading, global provider of IT Asset Management and cloud-managed services, driving cost optimization, risk mitigation, & operational excellence within the software, hardware & cloud licensing estates of the world’s most complex organizations.

Jose Alvarenga of Whova joins Keenan to search for a problem ASG might have.Whova is an all-in-one event management solution that makes events modern and trendy, attracts and engages attendees effectively, and helps event organizers save time when managing event logistics. Whova’s platform consists of an award-winning event app, easy online registration, powerful event marketing, and time-saving event management tools.

This week we've got a good one. John Polaris from Daily.ai joins the show to search for a problem with ASG's content in the newsletter.For more information on Gap Selling Visit: https://salesgrowth.com/gap-selling-method/

This week on Gap Sell Keenan, we're joined by a gamification company, where Steve from Outbound Game steps in to identify and tackle potential issues within our training protocols. This episode serves as a prime example of the critical importance of understanding your customer and pinpointing the deficiencies in their environment. Without a clear grasp of the potential problem areas, it becomes increasingly difficult to conduct a focused and effective call.Tackling Discovery FatigueDiscovery fatigue takes center stage in our discussion, highlighting a prevalent issue in sales where prospects lose interest mid-call or throughout the sales process. This disengagement typically stems from two core issues: inadequate preparation by the seller and a lack of problem-focused coaching. Sellers frequently step into calls without a comprehensive understanding of their client, the client's business, and the specific challenges they face. This lack of insight often results in bland and unproductive interactions that fail to resonate with the client.Problem-Solution GapThere's a noticeable disconnect in effectively linking the problem with the appropriate solution. To effectively bridge this gap, it is crucial for sellers to dedicate time to crafting personalized profiles of their prospects. Additionally, it's imperative for leadership to precisely articulate the problems their products are designed to solve. This strategic alignment is key to avoiding misunderstandings and ensuring that the solution presented is relevant and compelling to the prospect.Refining Discovery CallsAddressing discovery fatigue isn't about curtailing the discovery process; rather, it's about refining its execution. The shift needs to move away from a transactional approach to one that is rooted in empathy and insightfulness. By adopting this perspective, discovery can become a process that not only engages the client but also provides them with valuable insights, enhancing the overall effectiveness and outcome of the sales interaction.

This week we've got a powerhouse guest who's got some serious business acumen and problem identification skills. Marc, showcases his complete understanding of his business world. He's not just playing the game, he knows it inside out. We're all about learning here, and it's always refreshing to see leaders continuously pursue learning to make themselves better for their teams. 

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. 

Dive into the mindset shift that's separating good sellers from the great ones! In this week's episode of Gap Sell Keenan, Keenan sheds light on the profound change in sales mentality. Are you still stuck in the predator sales mindset? It's time to escape the traditional hunter approach and embrace curiosity like a 5-year-old encountering something new. Discover why clinging to a preconceived agenda can hinder your success and how embracing the unknown and improvising can set you apart as a true Gap Seller. 

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 or the buyer’s situation. You must create a sense of urgency to motivate change in a buyer. Buyers will remain in a state of complacency or continue along with the status quo believing that their current process is adequate. They may not see a reason to change, improve, or explore a new opportunity. You need to push these buyers to challenge their current assumptions and make them aware of the true costs of inaction. Not by presenting a solution, but by highlighting the magnitude of their inaction. In this episode we see an example of that. Our seller does not highlight why Keenan and ASG should focus expansion on international markets. There is no highlight of a problem that Keenan and ASG are currently facing.  

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.

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. 

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 business. In the world of 'Good Selling,' it's all about asking, learning, and listening. Encourage your customers to share their needs, desires, and obstacles. Are you engaging with them in a way that invites them to open up about their business?

If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems salespeople face is asking the right questions. Oftentimes, they don’t fully understand where they are trying to carry the conversation or get lost along the way. Asking the right questions in a discovery call is an art and you want them to lead you to a problem as quickly as possible. We don’t want to waste our time as sellers or the prospects time inching our way to a problem. In this week’s episode, Matt does a pretty good job of that. He knows the problem he can solve and he asks questions directly to get to answer “does Keenan have a problem I can solve?” 

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 more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.➜Gap Selling Resource Center: https://salesgrowth.com/resources/➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

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 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 more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

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 facing they are far more likely to lean on you when they need help.___________________________________________________________________________________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 more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

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. Show notes:6:59 – You need to find a problem10:00 – You need to stay away from product pitches when you get trapped11:15 – Self diagnosing questions hurt because your buyer may not know their limitations13:15 – Stay out of the future state14:50 – If you’ve done your research on your market then you should know the questions to ask!20:07 – Pay attention to everything your buyer says, you may find problems you can solve in the future20:42 – Are close ended questions effective tools in a sales call or can they get you in trouble?___________________________________________________________________________________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 more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

Hey Gap Sellers! Welcome to episode 59 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. Today is Brice with Leadr. Watch how Brice really keeps his cool as hundreds watch him live on Linkedin! The lesson in this episode is all about process questions. How they help; how they hurt. Check it out!➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

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 could improve.Get Your Copy of Gap SellingGap Selling Online TrainingWatch Episodes

This week on Gap Sell Keenan we've got Gaetano DiNardi! Watch as Gaetano 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 could improve.Get Your Copy of Gap SellingGap Selling Online TrainingWatch Episodes

This week on Gap Sell Keenan we've got Gabriel Dabi-Schwebel! Watch as Gabriel 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 could improve.Get Your Copy of Gap SellingGap Selling Online TrainingWatch Episodes

This week on Gap Sell Keenan we've got Leo Prodz! Watch as Leo 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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This week on Gap Sell Keenan we've got Kaumana Rindlisbacher from Pickle.ai! Watch as Kaumana 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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This week on Gap Sell Keenan we've got Geof Wollerman from TrueNode Tech! Watch as Geof 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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This week on Gap Sell Keenan we've got Thomas Durham from Mango Digital! Watch as Thomas 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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This week on Gap Sell Keenan, you get Keenan squared! That's right, participant #51 is Keenan Yoseph! Watch as Keenan 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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

On this episode of Gap Sell Keenan, we meet Werner Decker. Check out Keenan's sales coaching tips to help Werner discover how to highlight opportunity and then go after it. Keenan's coaching approach will challenge the way you sell and get you to 'YES'!Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to pitch your product or service over a sales call is no easy feat. The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. Realizing this after getting bad sales calls all the time, Keenan decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...​

This week on Gap Sell Keenan, watch as Matthew McComb tries to sell not only Keenan but also our COO, Braedi! Will he sell them or will they launch him into space? 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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This episode brings us Juan Rodriquez who is a freelancer out of Miami, Florida. He works with pay traffic and email marketing. Listen in on their conversation as he strategizes how to sell Keenan. Will he buy? Learning to pitch your product or service over a sales call is no easy feat. It takes a lot of hard work and dedication to perfect Gap Selling and not nearly enough people use it to its full potential. Keenan realized this after getting many bad sales calls, so he decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong. If he doesn't like their sales approach, he'll coach them on exactly what they did wrong and how to improve it.➜ Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe: https://www.youtube.com/channel/UCZlr...

In this episode we have Jimi Cohen with Many Mangoes trying to sell Keenan. Will he be the one to find the gap in the system or will he be subject to Keenan's coaching?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 Selling Keenan, where he takes real sales calls from real people. 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 could improve their approach and sales.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr​​...

On this episode of Gap Sell Keenan, we meet Danny Frias with Wistia. He got beat up a bit but as we've learned, Keenan's approach to sales coaching is not a conventional one. So where he may have walked away slightly bruised, in return he gained a wealth of knowledge and recognized the opportunity his product can bring. Check out Keenan's sales coaching tips to help Jeff discover how to highlight opportunity and then go after it. This coaching approach will challenge the way you sell!Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to pitch your product or service over a sales call is no easy feat. The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. Realizing this after getting bad sales calls all the time, Keenan decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...​

The best sales discovery calls actively look for problems to solve. Business problem solving is the key to making the sale because if your potential customer can’t see that they have a problem, they won’t be interested in your proposed solution. Be deliberate with the questions you ask. Know what type of questions you're asking and what you're trying to find. As you ask questions, pay close attention to the ways in which your potential customer’s business may overlap with what you’re offering. Will Tal Swicegood, with High Desert, find a problem Keenan or ASG has in order to sell him? Or will he walk away with some valuable sales tips from Keenan's coaching?In Gap Sell Keenan, if they can find a problem that ASG has that their service or product solves, Keenan will buy. If not, he gets to coach them and it can be brutal. Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9vGap Selling Online Training: https://gapsellingonlinetraining.com/home/Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

This episode brings us the very ambitious Mattia Schaper who is a rookie to the sales world having only been in this position for seven months. Mattia works with Adverity, a company that enables companies to make decisions on their data through a marketing analysis platform. Listen in on their conversation as she strategizes how to sell Keenan. Will he buy? Learning to pitch your product or service over a sales call is no easy feat. It takes a lot of hard work and dedication to perfect Gap Selling and not nearly enough people use it to its full potential. Keenan realized this after getting many bad sales calls, so he decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong. If he doesn't like their sales approach, he'll coach them on exactly what they did wrong and how to improve it.➜ Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe: https://www.youtube.com/channel/UCZlr...

In this episode we have Cary Duffy joining Keenan LIVE to give his best shot at selling Keenan. Does Cary's approach prove worthy of getting Keenan to buy? The greatest way to earn credibility is in the questions you ask. Listen in as Keenan's coaching helps Cary to better approach and dissect a buyer's needs. Keenan gets a TON of sales calls 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.Welcome to Gap Sell Keenan, where Keenan takes real sales calls from real people. 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 could improve their approach and sales.➜ Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...​➜ Subscribe: https://www.youtube.com/channel/UCZlr​​...

On this episode of Gap Sell Keenan, we meet International Growth Consultant, Jeff Weiser. He got beat up a bit but as we've learned, Keenan's approach to sales coaching is not a conventional one. So where he may have walked away slightly bruised, in return he gained a wealth of knowledge and recognized the opportunity his product can bring. Check out Keenan's sales coaching tips to help Jeff discover how to highlight opportunity and then go after it. This coaching approach will challenge the way you sell!Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to pitch your product or service over a sales call is no easy feat. The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. Realizing this after getting bad sales calls all the time, Keenan decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...​

This week's Gap Sell Keenan featured learner and attempted Gap Seller is David Campbell. He got a few lashings and learned a lot about how to dive into the right questions in typical Keenan sales coaching fashion. You have to know which problems you are digging for before you start digging!Check out Keenan's sales coaching tips to help David discover problems his product can solve. This coaching approach will challenge the way you sell!Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to pitch your product or service over a sales call is no easy feat.The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. Realizing this after getting bad sales calls all the time, Keenan decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he takes calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...​

In this episode we have Conrad Zolman in the box trying to sell Keenan. In Gap Selling it's imperative to turn everything into a current state conversation. From there you can identify whether or not the product you offer can solve a problem. 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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Keenan - Learn how to do sales calls RIGHTWatch Episodes: https://www.youtube.com/channel/UCZlr...​

This week on Gap Sell Keenan, watch as Frank Maiorana tries to sell Keenan on HR. One of Keenan's least favorite things. Will he sell Keenan or get some sales coaching tips to use for his next opportunity?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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This participant is unique in that this was his second chance at selling Keenan. Brian Ring asked for a second shot at selling Keenan and he got it. But did he learn anything from his first coaching run with 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 could improve.Watch a REAL sales training sessionGap Selling Keenan - Learn how to do sales calls RIGHTWatch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

In this episode, we'll hear from Jeff 'Ski' Kinsey and see if his approach gets Keenan to buy or if he ends up with some good old fashioned sales coaching, courtesy of 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, most of the time, they're not too great. So rather than blowing them off, he has 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, they'll be subject to his coaching on what they're doing wrong, and how it could be improved.Watch a REAL sales training sessionGap Selling Keenan - Learn how to do sales calls RIGHTWatch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

The best sales discovery calls actively look for problems to solve. Business problem solving is the key to making the sale because if your potential customer can’t see that they have a problem, they won’t be interested in your proposed solution. Know exactly what problems you solve with your product or service and go from there. As you ask questions, pay close attention to the ways in which your potential customer’s business may overlap with what you’re offering. Will Matt Walsh, with Noted Analytics, find a problem Keenan or ASG has in order to sell him? Or will he walk away with some valuable sales tips from Keenan's coaching?In Gap Sell Keenan, if they can find a problem that ASG has that their service or product solves, Keenan will buy. If not, he gets to coach them and it can be brutal. Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9vGap Selling Online Training: https://gapsellingonlinetraining.com/home/Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

Mary Anne Doggett is an impressive woman - She's a sales accelerator, consultant, trainer, speaker, coach and mentor and Skier! Kind of like Keenan but does that mean she can sell him? Or is this the first episode where Keenan flips the script and sells to her? Check out Keenan's sales coaching tips to help Mary redirect her sales discovery to shift away from statements and ask better sales questions. This coaching approach will challenge the way you sell! Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to Gap Sell takes practice; it's not easy.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong. If he doesn't like their sales approach, he'll coach them on exactly what they did wrong and how to improve it.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9vGap Selling Online Training: https://gapsellingonlinetraining.com/home/Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

This episode is short and sweet and has a valuable take-away:  GET. THERE. FASTER. Listen in as Marc Roberts tries to sell employee background screenings to Keenan. For those who don't know, Gap Sell Keenan is a series where Keenan takes LIVE sales calls from real people and offers his coaching. If they sell well and discover a problem Keenan or ASG has, he will buy from them.If he doesn't like their sales approach, they get a coaching session on what they screwed up and what they could do better.So the question is, will he buy?Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

It's been one episode since Keenan bought! This episode brings us Seth Van Horn selling a product that will help Keenan with COVID-19 in the workplace. (Where does Keenan even work?!) Listen in on their conversation about selling to products vs. problems and knowing when a buyer is not your buyer.Learning to pitch your product or service over a sales call is no easy feat. It takes a lot of hard work and dedication to perfect Gap Selling and not nearly enough people use it to its full potential. Keenan realized this after getting many bad sales calls, so he decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong. If he doesn't like their sales approach, he'll coach them on exactly what they did wrong and how to improve it.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

Sales leader and host of podcast Sales Hustle, Collin Mitchell, goes LIVE on LinkedIn to sell his Unified Communications Platform to A Sales Guy with hopes of getting that "yes I'll buy" from Keenan. Listen in as Keenan schools him on what questions to ask, what he did right or wrong, and if he decides to buy. Is Collin the first person to succeed or will he receive some good old fashioned coaching from Keenan? Find out here!No one said Gap Selling was easy. Closing the gap with a prospect is tough, and you're going to need some practice to do it. To make successful sales calls, you'll need practice.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 could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

Career Magic Creator a.k.a. Career Development Coach, Toni Milo Vaughn, joins Keenan LIVE to sell her services to A Sales Guy. Toni digs in deep with thoughtful questions but are they good enough for Keenan to buy into? Tune in and find out as Toni and Keenan discuss understanding the root of problem areas, soft and hard skills, and even advice on coaching young people.Making sales calls and pitching your product isn't easy. But learning to sell is critical to success in pretty much any business out there. It takes hard work and practice to perfect your craft and Gap Sell correctly. 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.Welcome to Gap Sell Keenan, where Keenan takes real sales calls from real people. 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 could improve their approach and sales.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr​...

In this episode we have Matt Powers with Acquire trying to sell Keenan on alternative communication tools. Will he be the one to find the gap in the system or will he be subject to Keenan's coaching?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 Selling Keenan, where he takes real sales calls from real people. 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 could improve their approach and sales.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr​​...

Live sales pitch and coaching sessionsGap Selling Keenan - Real, live sales calls Watch Episodes: https://www.youtube.com/channel/UCZlr...​The best sales discovery calls keep looking for problems to solve. Business problem solving is the key to making the sale because if your potential customer can’t see that they have a problem, then they won’t be interested in your proposed solution. Know exactly what problems you solve with your product or service and go from there. As you ask questions, pay close attention to the ways in which your potential customer’s business may overlap with what you’re offering. In Gap Sell Keenan, if they can find a problem that ASG has that their service or product solves, I will buy. If not, I get to coach them.

Live sales pitch and coaching sessionsGap Selling Keenan - Real, live sales calls Watch Episodes: https://www.youtube.com/channel/UCZlr...​Learning to Gap Sell takes practice; it's not easy.This is Gap Selling Keenan, where I take sales calls and pitches from real people with products; if I like what they're selling and how they're selling it, I'll buy.If I don't like their sales approach, I'll tell them exactly what they did wrong and how to improve it.

Sales coaching to help you learn the tricks of the tradeLive sales calling with KeenanWatch Episodes: https://www.youtube.com/channel/UCZlr...​For those who don't know, Gap Selling Keenan is a series where I show you LIVE sales calls from real people. If they sell well and I have a problem that needs fixing, I'll buy from them.If I don't like their sales approach, they get a coaching session on what they screwed up, and what they could do better.Will I buy?

Learn sales strategies & tactics with KeenanSales pitch examples & live trainingWatch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1Learning to pitch your product or service over a sales call is no easy feat.The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. I've realized this after getting bad sales calls all the time, so I decided to take them to turn them into opportunities.This is Gap Selling Keenan, where I take calls from REAL people with things to sell. If I like what they're selling, I'll buy it.If I don't, I'll school them on what they did wrong.