People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales Cycles - Increased Revenue - Elevated Deal Values - Higher Win Rates - Fewer No Decisions - More Leads - and Happier Buyers Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers. "From actionable tips and tactics to hiring gap sellers to managing gap selling teams, this book has everything you need to know about selling to the gap. Most salespeople would be better off reading this book 20 times than 20 sales books one time. More than that, this is a book for more than just salespeople. It's a book that can benefit marketers, customer success teams, and business leaders--it's a better way of doing business. Indeed, it's a book that I will read many more times over the course of my career." -- Caleb Malik, Sales Executive at SmartBug Media "If my memory was erased and I had to start over in sales and I could only use one tool to train myself--it would be this book." -- Casper Fopp, Chief Revenue Officer at Wondersign "Hands down one of the most insightful sales books I've had the pleasure of reading. Welcome to modern day sales!" -- Chris Nadeau, Sales Executive at Presence of IT " Gap Selling isn't Gold... It's Pure Rhodium! The first thing I did when I finished Gap Selling was Google 'what is the most expensive metal?'. I found out that rhodium is the most expensive of all precious metals, currently trading at $2,725 an ounce. To give you a better idea of its cost, that's more than twice as expensive as gold and 154 times more than silver. To this day, when someone believes something is exceptional they say, 'It's pure gold'. Well in the case of Gap Selling , they would be about 2X off of their evaluation. In my career, I've invested money in books, courses, conferences, and coaches. I now know that investing is a code word for 'wasted' because Gap Selling is top to bottom, front to back, 360 degrees the only book you need to read if you are in sales." -- Ned Arik, Business Development Consultant at VertiMax "What 'Rework' did to how we think of work, Gap Selling is doing to sales. So perfectly fitting to borrow what Seth Godin said about 'Rework' to describe Gap Selling : 'IGNORE THIS BOOK AT YOUR OWN PERIL'." -- Aarathy Kulathunkal, Founder & CEO' of Being Cloud, ltd. " Gap Selling has opened my eyes and helped me view sales, prospecting, and closing in a totally new way! It's blunt, straightforward, and exactly what young sales guys like me need to navigate through the fluff of our current overwhelming digital world of sales content." -- Ammon McKinlay, Business Development Manager at Bitwise Industries Gap Selling is the breath of fresh air we as Salespeople know we need. We often feel the way we were taught to do things just doesn't apply anymore, but this confirms it. Keenan brilliantly breaks down the rules of the game we play, along with the practical steps to play it at the highest level. A culmination of deep knowledge across many methodologies, Gap Selling is an evolutionary bullseye of sales education. Like the Shark, Keenan's adapted a sales methodology perfectly suited for its environment. Problems, outcomes, current, and future states, change, emotions, why, why, and why again. Deals are won in discovery and 'no one gives a shit about you', so listen more, say less, define that gap and get that yes! Loved it." -- Greg Howard, Account Executive at Strongpoint "I thoroughly enjoyed K