#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)

30 Minutes to President's Club | No-Nonsense Sales · Jun 10, 2020 · 25m

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Four Actionable Takeaways:

Align on the problem and impact first, then start brainstorming root causes and solutions

Build a problem identification chart with the problems, impacts, root causes of your ICP

Talk to customers, become an expert. Why did they buy? What problems did you have?

You need customers to agree to the problem they have and be willing to solve it with you.

Keenan’s Path to President’s Club

Author of Gap Selling

CEO @ A Sales Guy Consulting

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