Apr 17, 2019
On today's episode, Keenan in back in the house, and we're talking about his book, Gap Selling, which focuses on the middle ground between Point A and Point B in the selling process. Sales people tend to focus so much on their product that they forget the "consultative' area in between.
{Heads up: Keenan is raw and real, which means this episode will contain some language we normally don't have on the pod. Earmuffs!}
In a problem-centric world, salespeople are still leading the process with the product. The absolute core of selling is change and buying a new product is just one part of the process of making the transition.
Keenan's book tells us how selling to the problem not the product will land you your next big deal.
On today’s podcast…
02:44 - Pretend you don't have a
product
05:53 - One of the 9 truth bombs of selling
07:09 - What's the very first thing you do when you want a
change?
08:59 - Keenan's first step with a new customer
11:33 - The impact of the problems
12:18 - You may can find the problem but can you solve the
problem?
15:36 - "Problem" training is all you need
19:24 - Addressing the cultural problems
25:05 - How do you get insights from your customers?
27:46 - Credibility over like-ability
30:31 - PIC - the Problem Identification Chart
35:02 - What's next for Keenan?
37:21 - Keenan's "Why"?
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