nomdeguerre

Account executive

Gap Selling

I've recently started reading this book by Keenan. I'm about Health way through and I have to say I'm very pleasantly surprised.

I've heard others speak about it as a very good sales methodology. However, I've hesitated reading it since frankly I find Keenan slightly annoying.

Now that I'm reading it, it pretty eye opening. I mean it's not like I don't know that you have to do a solid discovery with your prospect and that nobody buys anything of significance unless it solves a real problem, but the book really states everything very clearly.

I could definitely see my self implementing this, and I was just wondering if anyone has implemented Gap Selling and have any input or recommendations?

🧠 Advice

🔍 Discovery

🧢 Sales Management

19 comments

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jefe

Arsonist

🍁

I was in exact same spot as you and finished it a few weeks ago. Haven't had the chance to really implement it, but I really think he makes a lot of sense.

nomdeguerre

Executive

Account executive

That’s what I thought. I’m definitely going to implement it in my new role, but I’d love to learn from someone who has tried it.

jefe

Arsonist

🍁

You and me both! Definitely following

TennisandSales

Politicker

Head Of Sales

yeah im a big fan of Gap Selling as well.

I would try to take it in phases. try to focus on one aspect of the process at a time.

I would start by digging in on the discovery techniques and try to replicate that on a few calls.

nomdeguerre

Executive

Account executive

Thanks, that makes sense. I really liked the concept of the Problem Identification Chart. That seem very useful for prospecting.

TennisandSales

Politicker

Head Of Sales

yep. I would for sure create one. we did that as a team and it was helpful.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Give us some feedback on what you are actually learning. I find him annoying as well, however I know that success principles are universal.

AnchorPoint

Politicker

Business Coach

All sales is "gap" selling. Keenan gets it.

GDO

Politicker

BDM

What’s so good about it?

jefe

Arsonist

🍁

GAP has amazing khakis

nomdeguerre

Executive

Account executive

What are you wearing “Jake from State Farm”?

nomdeguerre

Executive

Account executive

😂😂😂

LordOfWar

Tycoon

Blow it up

I just picked it up thanks to other recommendations, if it is as good as I hear it is I plan to pass it on to new sales recruits in the future.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

GAP selling makes a lot of sense and I'm glad you're embracing it.

Like all Sales training you need to figure out what works for you and what doesn't. Is your sales cycle 2 week, 2 months, or 2 years? Each is a different skill set. GAP doesn't work for everything, but it helps with the Problem -> Solution identification and walking the prospect through the process.

Kosta_Konfucius

Politicker

Sales Rep

I don't get it, but I dont shop at the GAP I am more Old Navy

nomdeguerre

Executive

Account executive

#dadjokes

Xtra

Personal Narrative

Account Executive

I cold-called Keenan when he had an open role for an account executive, to try and get an interview.

He ripped me a new one.

Not for the cold call, he gave me the time, talked with me about the role and why it was open, and the problems they were facing.

He got me on my process. He doesn't just preach his stuff, it's real, down to the core of how he sees selling.

Didn't get the interview.

nomdeguerre

Executive

Account executive

Bold move to cold call him 😀👍

Error32

Politicker

ISR

Thanks, I’m aware of RepVue and will definitely check it out. I’m still interested in my follow savages input though, if they are willing to share of course.

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nomdeguerre

Gap Selling

19 comments

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