Gap Sell Keenan

Gap Sell Keenan 75 - Crafting Impactful Questions

Keenan — Fri, 06 Dec 2024 06:00:00 -0700

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.

Gap Sell Keenan #74 - Why You Must Know Your Business Problems

Keenan — Fri, 28 Jun 2024 12:00:00 -0600

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.

Gap Sell Keenan #73 - Why bat .300 when you can bat .350?

Keenan — Fri, 22 Mar 2024 08:00:00 -0600

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/

Gap Sell Keenan #72 - Does ASG Need Gamification?

Keenan — Tue, 19 Dec 2023 08:00:00 -0700

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 Fatigue
Discovery 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 Gap
There'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 Calls
Addressing 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.

Gap Sell Keenan #71 - Be a Lifelong Learner

Keenan — Wed, 13 Dec 2023 06:00:00 -0700

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.

Gap Sell Keenan #70 - What problem do you solve?

Keenan — Wed, 06 Dec 2023 08:00:00 -0700

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.

Gap Sell Keenan #69 - Ditch Your Sales Mindset

Keenan — Tue, 21 Nov 2023 06:00:00 -0700

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.

Gap Sell Keenan #68 - But What's the Problem

Keenan — Tue, 14 Nov 2023 06:00:00 -0700

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.

Gap Sell Keenan #67 - Selling in Competitive Markets

Keenan — Tue, 07 Nov 2023 06:00:00 -0700

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.

Gap Sell Keenan #66 - Stick to the Business Problems

Keenan — Wed, 01 Nov 2023 08:00:00 -0600

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.

Gap Sell Keenan #65 - Telling is not Selling

Keenan — Wed, 25 Oct 2023 08:00:00 -0600

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?

Gap Sell Keenan #64 - Get To The Problem Quick

Keenan — Wed, 18 Oct 2023 08:00:00 -0600

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?”

Gap Sell Keenan #63 - Consultative Selling and Listening

Keenan — Fri, 06 Oct 2023 08:00:00 -0600

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/

Gap Sell Keenan #62 - Be Willing to Fail

Keenan — Mon, 04 Sep 2023 08:00:00 -0600

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.

➜ 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/

Live Sales Call Gap Sell Keenan #61 - Stay Out of Sell Mode

Keenan — Mon, 21 Aug 2023 08:00:00 -0600

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.

Live Sales Pitch - Gap Sell Keenan 60 - Don't Default to a Product Pitch When You Get Stuck!

Keenan — Wed, 16 Aug 2023 08:10:24 -0600

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 problem
10:00 – You need to stay away from product pitches when you get trapped
11:15 – Self diagnosing questions hurt because your buyer may not know their limitations
13:15 – Stay out of the future state
14:50 – 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 future
20:42 – Are close ended questions effective tools in a sales call or can they get you in trouble?

Gap Sell Keenan #59: Process Questions Only Get You So Far

Keenan — Tue, 18 Apr 2023 12:09:38 -0600

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!

Sales Coaching: Don't ask your buyer what the impact of their problems is. Find it and tell them!| Gap Sell Keenan #58

Keenan — Mon, 21 Nov 2022 09:00:00 -0700

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 Selling
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Sales Coaching: Be A Subject Matter Expert: Educate Your Buyer to Build Credibility| Gap Sell Keenan #57

Keenan — Fri, 18 Nov 2022 09:00:00 -0700

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 Selling
Gap Selling Online Training
Watch Episodes

Sales Coaching: Do not do a DEMO until you're done a discovery!| Gap Sell Keenan #56

Keenan — Wed, 16 Nov 2022 09:57:14 -0700

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 Selling
Gap Selling Online Training
Watch Episodes

Sales Coaching: Know What Problem You're Trying to Find! | Gap Sell Keenan #55

Keenan — Wed, 18 May 2022 11:57:54 -0600

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...

Sales Coaching: Understand What Questions to Ask| Gap Sell Keenan #54

Keenan — Mon, 02 May 2022 12:56:12 -0600

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...

Sales Coaching: Know When You Can't Help Your Prospect | Gap Sell Keenan #53

Keenan — Tue, 22 Mar 2022 11:12:55 -0600

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...

Sales Coaching: Learn How To Ask A Question Not Tell | Gap Sell Keenan #52

Keenan — Fri, 28 Jan 2022 08:38:03 -0700

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...

Sales Coaching: Know Your Business and Who You're Selling To | Gap Sell Keenan #51

Keenan — Mon, 06 Dec 2021 13:07:33 -0700

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...

Sales Coaching: Understand the Problems You Solve | Gap Sell Keenan #49

Keenan — Mon, 08 Nov 2021 14:29:12 -0700

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...

Sales Coaching: Know Your Worth | Gap Sell Keenan #48

Keenan — Mon, 04 Oct 2021 09:44:08 -0600

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...

Sales Coaching: Validate Your Questions | Gap Sell Keenan #47

Keenan — Mon, 20 Sep 2021 07:24:31 -0600

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...

Sales Coaching: Stop Jumping to Conclusions | Gap Sell Keenan #46

Keenan — Mon, 06 Sep 2021 11:07:46 -0600

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...

Sales Coaching: When You Ask a Question, LISTEN | Gap Sell Keenan #45

Keenan — Mon, 19 Jul 2021 12:48:35 -0600

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.

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...

Sales Coaching: Be Deliberate with the Questions You Ask | Gap Sell Keenan #44

Keenan — Sat, 26 Jun 2021 22:12:44 -0600

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/2Gcjc9v
Gap Selling Online Training: https://gapsellingonlinetraining.com/home/
Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

Sales Coaching: Validate What You Discover | Gap Sell Keenan #43

Keenan — Tue, 08 Jun 2021 10:16:44 -0600

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?

➜ Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe: https://www.youtube.com/channel/UCZlr...

Sales Coaching: Probe For the Facts | Gap Sell Keenan #42

Keenan — Tue, 01 Jun 2021 06:18:40 -0600

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...

Sales Coaching: Highlight the Opportunity You Bring | Gap Sell Keenan #41

Keenan — Tue, 25 May 2021 07:02:12 -0600

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.

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...

Sales Coaching: Know What Business Problems You Can Solve | Gap Sell Keenan #40

Keenan — Mon, 17 May 2021 17:35:37 -0600

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...

Sales Coaching: Turn Everything into a Current State Conversation | Gap Sell Keenan #39

Keenan — Mon, 10 May 2021 06:32:23 -0600

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 RIGHT
Watch Episodes: https://www.youtube.com/channel/UCZlr...

Sales Coaching: Know the Problems You Can Solve NOW | Gap Sell Keenan #38

Keenan — Mon, 03 May 2021 06:54:53 -0600

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...

Sales Coaching: Get Out of the Solution Mentality | Gap Sell Keenan #37

Keenan — Mon, 26 Apr 2021 06:10:32 -0600

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 session
Gap Selling Keenan - Learn how to do sales calls RIGHT
Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

Sales Coaching: Detach Yourself From What You Sell | Gap Sell Keenan #36

Keenan — Mon, 19 Apr 2021 22:57:29 -0600

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 session
Gap Selling Keenan - Learn how to do sales calls RIGHT
Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

Sales Coaching: Get to the Problems You Solve First, FAST | Gap Sell Keenan #35

Keenan — Mon, 12 Apr 2021 11:08:23 -0600

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.

Sales Coaching: How to Make Inquiries Not Statements | Gap Sell Keenan #34

Keenan — Mon, 05 Apr 2021 07:39:26 -0600

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.

Sales Coaching: Get There Faster | Gap Sell Keenan #33

Keenan — Mon, 29 Mar 2021 10:09:50 -0600

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...

Sales Coaching: Know When to Step Out | Gap Sell Keenan #32

Keenan — Mon, 22 Mar 2021 09:52:28 -0600

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.

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 Coaching: Stop Trying to Make the Product Fit | Gap Sell Keenan #31

Keenan — Mon, 15 Mar 2021 10:18:38 -0600

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...

Sales Coaching: Understand What Problems You Solve | Gap Sell Keenan #30

Keenan — Mon, 08 Mar 2021 06:48:05 -0700

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.

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 Coaching: Get Into the Buyers' World | Gap Selling Keenan #29

Keenan — Mon, 01 Mar 2021 07:36:36 -0700

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.

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...

Slow Down, Ask the Question and LISTEN to the Answer | Gap Sell Keenan #28

Keenan — Mon, 22 Feb 2021 06:05:04 -0700

Live sales pitch and coaching sessions
Gap 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.

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.

Know the Whole Business to Get the Sale | Gap Sell Keenan #27

Keenan — Mon, 15 Feb 2021 07:11:55 -0700

Live sales pitch and coaching sessions
Gap 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.

Find a Problem that You Can Solve | Gap Sell Keenan #26

Keenan — Mon, 08 Feb 2021 08:33:21 -0700

Sales coaching to help you learn the tricks of the trade
Live sales calling with Keenan
Watch 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?

Does Your Question Impact the Solution You Provide? | Gap Sell Keenan #25

Keenan — Mon, 01 Feb 2021 09:53:59 -0700

Learn sales strategies & tactics with Keenan
Sales pitch examples & live training
Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

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. 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.

Position Yourself as an Expert | Gap Sell Keenan #24

Keenan — Thu, 14 Jan 2021 08:20:10 -0700

Learn sales strategies & tactics with Keenan
Sales pitch examples & live training
Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

Learning to pitch your product or service over a sales call is no easy feat.

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.

Ask Questions to Get to the Buyer's Problem | Gap Sell Keenan #23

Keenan — Tue, 12 Jan 2021 09:48:06 -0700

How to make a sales call that converts
Gap sales call coaching sessions with Keenan
Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

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.

I get a metric TON of sales calls all the time, and instead of just blowing them off, I decided I'd turn it into an opportunity to teach.

Welcome to Gap Selling Keenan, where I take real sales calls from real people.

If I like what they're selling and think I could use it, I'll buy it.

And if I don't, I'll school them on what they did wrong.

If You Find the Problem, Get into the Problem | Gap Sell Keenan #22

Keenan — Tue, 12 Jan 2021 09:06:12 -0700

Live sales call with Keenan
Learn how to ask the right questions & how to gap sell
Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation

Making sales calls and pitching your products 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.

And here's the thing:

I get TONS of sales calls, normally, they're not too great. So I decided to use it as an opportunity.

Welcome to Gap Sell Keenan, where I take REAL sales calls from real people. If I like what they're selling and how they're selling, I'll buy it. If I don't like their approach, I'll coach them on what they did wrong.

Start Asking Current State Questions | Gap Sell Keenan #21

Keenan — Tue, 12 Jan 2021 08:24:06 -0700

Watch a REAL sales training session
Gap Selling Keenan - Learn how to do sales calls RIGHT
Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

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.

I get TONS of sales calls all the time, most of the time, they're not too great. So rather than blowing them off, I decided to start using them as an opportunity.

This is Gap Selling Keenan, where I talk real sales calls. If I like what they're selling and how they sell it, I'll buy it.

If not, I'll train the seller on what they're doing wrong, and how it could be improved.

Get Out of Your Head and Think About Your Buyer | Gap Sell Keenan #20

Keenan — Mon, 11 Jan 2021 13:26:49 -0700

Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

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.

Getting out of the Question Mode and into the Critical Thinking Mode | Gap Sell Keenan #19

Keenan — Mon, 11 Jan 2021 12:44:41 -0700

➜ Live sales pitch and coaching sessions
➜ Gap Selling Keenan - Real, live sales calls
➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

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.

The Power of Listening and Thinking | Gap Sell Keenan #18

Keenan — Thu, 07 Jan 2021 16:43:25 -0700

➜ Sales coaching to help you learn the tricks of the trade
➜ Live sales calling with Keenan
➜ Watch Episodes : https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

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?

Find Problems that Your Product can Solve | Gap Sell Keenan #17

Keenan — Thu, 10 Dec 2020 15:51:42 -0700

➜ Learn sales strategies & tactics with Keenan
➜ Sales pitch examples & live training
➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

Learning to pitch your product or service over a sales call is no easy feat.

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.

Sell More Sh!t by Understanding How Your Buyer's Work | Gap Sell Keenan #16

Keenan — Thu, 10 Dec 2020 15:39:30 -0700

➜ How to make a sales call that converts
➜ Gap sales call coaching sessions with Keenan
➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

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.

I get a metric TON of sales calls all the time, and instead of just blowing them off, I decided I'd turn it into an opportunity to teach.

Welcome to Gap Selling Keenan, where I take real sales calls from real people.

If I like what they're selling and think I could use it, I'll buy it.

And if I don't, I'll school them on what they did wrong.

Ask Questions to Qualify the Buyer | Gap Sell Keenan #15

Keenan — Thu, 10 Dec 2020 15:21:24 -0700

➜ Live sales call with Keenan
➜ Learn how to ask the right questions & how to sell
➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation

Making sales calls and pitching your products 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.

And here's the thing:

I get TONS of sales calls, normally, they're not too great. So I decided to use it as an opportunity.

Understanding the Value of What You Sell | Gap Selling Keenan #14

Keenan — Tue, 08 Dec 2020 16:20:15 -0700

➜ Listen to a REAL sales training session
➜ Gap Selling Keenan - Learn how to do sales calls RIGHT
➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

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.

I get TONS of sales calls all the time, most of the time, they're not too great. So rather than blowing them off, I decided to start using them as an opportunity.

This is Gap Selling Keenan, where I talk real sales calls. If I like what they're selling and how they sell it, I'll buy it.

If not, I'll train the seller on what they're doing wrong, and how it could be improved.

Diagnose Your Buyer's Problems | Gap Sell Keenan #13

Keenan — Tue, 08 Dec 2020 16:12:18 -0700

➜ Gap Selling Keenan - Perfect your sales call approach
➜ Learn to Gap Sell - Identifying business problems
➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

In a sales call, you've got to get good at identifying problems with businesses and how your product or service can solve those problems.

Often, people get too focused on what they're selling that they don't even bother to dig deep enough into the prospect's business. If you want to master the art of gap selling, you NEED to get good at honing in on problems and showing your prospect "the gap."

In this episode, I take a real sales call from David Quick and give him some sales call coaching to improve his approach.

How to Ask Questions to Get your Buyer's Attention | Gap Sell Keenan #12

Keenan — Tue, 08 Dec 2020 15:55:18 -0700

➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

The tips I offer in this episode all revolve around this crucial issue: asking questions to facilitate your business problem solving. With the right questions, and by focusing on your prospect’s needs, you can make the sale.

In this episode, I have a sales discovery call with Thomas with SMS - Magic. Watch to see if I buy.

Don't Ever Tell a Buyer They Have a Problem | Gap Sell Keenan #11

Keenan — Tue, 08 Dec 2020 15:47:30 -0700

➜ Live sales pitch and coaching sessions
➜ Gap Selling Keenan - Real, live sales calls
➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

Learning to Gap Sell takes practice; it's not easy.

I get sales calls all the time, and for a while, I didn't pay any mind to the vast majority of them. But then I realized I could turn it into an opportunity.

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. In this video, I'll be taking a sales call from Bob with VoiceXP.

Ask Questions to get to Problems More Quickly | Gap Sell Keenan #10

Keenan — Tue, 08 Dec 2020 15:22:56 -0700

➜ Sales coaching to help you learn the tricks of the trade
➜ Live sales calling with Keenan
➜ Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

Sales calling isn't easy.

It's a skill that takes some real dedication to build, and to improve at selling, you've got to practice and get feedback.

To really get good at the sale, you need to Find The Gap, which is exactly what we're working on in this episode of Gap Selling Keenan.

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.

Check out this episode of Gap Sell Keenan to see if I will buy.

Ask Questions to Help Buyers See Their Problems | Gap Sell Keenan #9

Keenan — Thu, 19 Nov 2020 10:04:48 -0700

➜ Sales coaching to help you learn the tricks of the trade
➜ Live sales calling with Keenan
➜ Watch Episodes: https://www.youtube.com/playlist?list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

Sales calling isn't easy.

It's a skill that takes some real dedication to build, and to improve at selling, you've got to practice and get feedback.

To really get good at the sale, you need to Find The Gap, which is exactly what we're working on in this episode of Gap Sell Keenan.

For those who don't know, Gap Sell 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.

In this episode of Gap Sell Keenan, we'll be taking a sales call from James Shand with RingLead.

Don't Assume, Ask | Gap Sell Keenan #8

Keenan — Thu, 19 Nov 2020 09:00:56 -0700

➜ Learn sales strategies & tactics with Keenan
➜ Sales pitch examples & live training
➜ Watch Episodes: https://www.youtube.com/playlist?list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

Learning to pitch your product or service over a sales call is no easy feat.

This is Gap Sell 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.

How To Do Sales Calls the RIGHT Way | Gap Sell Keenan #7

Keenan — Thu, 19 Nov 2020 08:21:30 -0700

➜ How to make a sales call that converts
➜ Gap sales call coaching sessions with Keenan
➜ Watch Episodes: https://www.youtube.com/playlist?list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

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.

I get a metric TON of sales calls all the time, and instead of just blowing them off, I decided I'd turn it into an opportunity to teach.

Welcome to Gap Sell Keenan, where I take real sales calls from real people.

If I like what they're selling and think I could use it, I'll buy it.

And if I don't, I'll school them on what they did wrong.

Good Sales Pitch & Sales Call Examples | Gap Sell Keenan #6

Keenan — Wed, 18 Nov 2020 13:47:55 -0700

If Keenan has a problem that they can solve, he will buy it.

Turn Statements into Questions | Gap Sell Keenan #5

Keenan — Wed, 18 Nov 2020 13:19:11 -0700

➜ Listen to a REAL sales training session
➜ Gap Selling Keenan - Learn how to do sales calls RIGHT
➜ Subscribe on YouTube: https://www.youtube.com/playlist?list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

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.

I get TONS of sales calls all the time, most of the time, they're not too great. So rather than blowing them off, I decided to start using them as an opportunity.

This is Gap Sell Keenan, where I talk real sales calls. If I like what they're selling and how they sell it, I'll buy it.

If not, I'll train the seller on what they're doing wrong, and how it could be improved.

Finding Business Problems To "Win" The Sales Call | Gap Sell Keenan #4

Keenan — Wed, 18 Nov 2020 13:00:46 -0700

➜ Gap Selling Keenan - Perfect your sales call approach
➜ Learn to Gap Sell - Identifying business problems
➜ Watch Episodes: https://www.youtube.com/watch?v=I_gFKVd6zbs&list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

In a sales call, you've got to get good at identifying problems with businesses and how your product or service can solve those problems.

In this video, I take a real sales call from Eddie Thomason and give him some sales call coaching to improve his approach.

Why You Need To Know How To Ask Open Ended Questions | Gap Sell Keenan #3

Keenan — Tue, 17 Nov 2020 12:21:41 -0700

➜ Watch Gap Sell Keenan Episodes: https://www.youtube.com/watch?v=I_gFKVd6zbs&list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

In this episode, I’m being persuaded to form a partnership with this salesperson’s company. As the interview progresses, you can see how to ask open-ended questions and why it’s so important to be able to phrase those questions in the right way.

Asking questions is a crucial part of gap selling. You need to figure out what the prospect’s problem is and where they want to be going. Often, salespeople struggle to find a true problem to solve.

During this interview, the seller asks me all sorts of questions regarding my sales process in order to get me to form a partnership. However, he never truly hones in on what it is he’s there to solve. Knowing how to ask open ended questions that pinpoint a problem is crucial. For example, we talked at length about the problems that can arise between getting a verbal agreement to sign and actually having the prospect sign the deal.

Since part of what the seller was offering here was the ability to improve the success rate during that period, he could have asked me right away how many of my clients give me a verbal agreement but then disappear and never sign the deal. With this question, he would know right off the bat whether or not he can solve my problem or if he should move on to find a different one.

By learning how to ask open-ended questions that get to the heart of what it is you intend to solve, you can make your sales interview much more effective. Even when trying to form a partnership, asking the right questions can make or break your ability to succeed.

How to Hone in on Business Problem Solving | Gap Sell Keenan #2

Keenan — Tue, 17 Nov 2020 12:11:45 -0700

Watch Gap Sell Keenan Episodes: https://www.youtube.com/watch?v=I_gFKVd6zbs&list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

In this episode, I have a sales discovery call with Matthias, a guy who is trying to sell me his platform that facilitates communication. After hearing his pitch, I talk about how he can really focus his efforts on business problem solving and how that can make his pitch a lot more effective.

As the interview progresses, Matthias tries to find the problem that he can help me with. This is exactly what you should do as a gap seller. However, where he goes off track is with his reactions to not finding that problem.

What tends to happen is he asks a couple of questions to get at my problems but then, when he finds none, he flounders. He begins talking about himself way too much. It’s clear that he knows his stuff. He references relevant statistics and literature and makes it clear that he’s done his homework regarding my business. The issue, however, is that he does not focus enough on the potential customer.

The tips I offer in this episode all revolve around this crucial issue: asking questions to facilitate your business problem-solving. With the right questions, and by focusing on your prospect’s needs, you can make the sale.

Don't Tell, Ask Questions | Gap Sell Keenan #1

Keenan — Tue, 17 Nov 2020 11:47:34 -0700

Live sales pitch and coaching sessions
Gap Selling Keenan - Real, live sales calls
Watch Episodes on YouTube: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

Learning to Gap Sell takes practice; it's not easy.

I get sales calls all the time, and for a while, I didn't pay any mind to the vast majority of them. But then I realized I could turn it into an opportunity.

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. In this episode, I'll be taking a sales call from Trygve with BizzyWeb.