#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)

30 Minutes to President's Club | No-Nonsense Sales · Nov 17, 2021 · 32m

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Four Actionable Takeaways:

* Don’t talk about root causes/technicalities until you get to the business impact first.

* Condense the problem you solve into a single sentence - stop overcomplicating things.

* Lean on their desired future state instead of talking about the past.

* Get to the question/reason behind those unexpected/general questions.

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Keenan’s Path to President’s Club:

* Author of Gap Selling

* CEO @ A Sales Guy Consulting

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