Selling B2B products or services is difficult. Customers have a million reasons not to buy. Salespeople may devote months to closing a deal, only to lose out at the last minute over a minor issue or a few dollars in price. Thus, salespeople can’t afford self-inflicted mistakes that block their success. Sales coach Keenan – who goes by only one name – offers his logical “gap selling” strategy to help salespeople overcome errors and improve results. Despite the occasional use of vulgar language, Keenan explains his inventive tactics in impressive detail. This officially licensed summary of Gap Selling was produced by getAbstract, the world's largest provider of book summaries. getAbstract works with hundreds of the best publishers to find and summarize the most relevant content out there. Find out more at getabstract.com.

Get the Summary of Keenan's Gap Selling in 20 minutes. Please note: This is a summary & not the original book. "Gap Selling" by Keenan is a comprehensive guide to modern sales techniques that emphasizes the importance of understanding the "gap" between a customer's current situation and their desired future state. The book begins with Keenan's personal journey from an inexperienced football player to a top-performing sales professional and founder of A Sales Guy consultancy. Keenan identifies common pitfalls in sales, such as a lack of understanding of the sales process and the customer's needs...

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.

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

The 21st Century has ushered in the information age, and with it a new set of rules for success. Not Taught shares how the rules of 20th century and the industrial age no longer work and that if you want to be successful you must learn the new rules of success. Not Taught punches you in the face with the realities of work today and offers clear strategies on how to be successful in this crazy information-driven world. Not Taught is your personal guide to the changing success landscape created by the information age, social media, access to information, the high cost of college, the internet and more. The book breaks down how the rules of the past no longer suffice and what it takes for you to win in the 21st century.

This national bestseller is a lively and practical guide on how to sell anything and achieve long-term success in business. Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips like: The Seven Stages of Selling How to Find Your Hook; Negotiating Like A BOSS; How to Be a Time Manager, Not a Time Stealer; and much more! Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant's principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant's practical guidance will show you how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME. Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO! Sell It Like Serhant is a USA Today Bestseller, Los Angeles Times Bestseller, and Wall Street Journal Bestseller.

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

Combining leading-edge research with a vast amount of field experience, this book will show anyone how to become the trusted sales professional who consistently wins new business. Customers today are overloaded with information and overwhelmed by options. product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers is you! In Amp Up Your Sales, you will learn how to: Maximize the value of their selling Accelerate responsiveness to build trust and credibility Earn valuable selling time with customers Shape the buyer's vision Integrate persuasive stories into their sales process Build lasting relationships through follow-up and customer service The salesperson who is always responsive and completely focused on value will be the one who will stand out from the crowd and get the sale. The bad news is, your customers won’t understand and appreciate all the advantages of your product. The good news is, they aren’t making the decision based on the product, but on you!

Grab the top spot in your industry by seizing the power of IoT Smart products are everywhere. They’re in our companies, in our homes, in our pockets. People love these products. But what they love more is what these products do—and for anyone running a business today, outcomes are the key. The Internet of Things (IoT) is the point of connection between products and the results they deliver—it’s where products become software. IoT Inc. explains everything you need to know to position your company within this powerful new network. And once you do, you’ll leave the competition in the dust. Founder and president of today’s leading IoT business consulting firm, Bruce Sinclair has been helping companies develop IoT strategies for a decade—far longer than the term has even existed. This essential guide provides an in-depth look into IoT—how it works and how it is transforming business; methods for seeing your own business, customers, and competitors through the lens of IoT, and a deep dive into how to develop and implement a powerful IoT strategy. IoT isn’t a new business trend. It’s the new way of business. Period. The IoT wave is heading for your industry. You can either meet it head-on, and ride it to success, or you can turn your back and let it swamp you. This is your playbook for transforming your company into a major player in the IoT Outcome economy.

New York Times bestselling author Nicole Lapin is back with a sassy and actionable guide empowering women to be the boss of their own lives and careers. You don’t need dozens or hundreds of employees to be a boss, says financial expert and serial entrepreneur Nicole Lapin. Hell, you don’t even need one. You just need to be confident, savvy, and ready to get out there and make your success happen. You need to find your inner Boss Bitch — your most confident, savvy, ambitious self—and own it. A Boss Bitch is the she-ro of her own story. She is someone who takes charge of herself and her future and embraces being a “boss” in all senses of the word: whether as the boss of her own life, a boss at work, or the literal boss of her own company (or all three). Whichever she chooses, being a Boss Bitch isn’t something to apologize for—it’s something to be proud of! We all have what it takes to be a boss bitch, says Lapin. The problem is: we don’t learn how to do it in school. Even if we study business, we’re not getting enough real-deal business education. Until now. Here, Lapin draws on raw and often hilariously real stories from her own career and experiences starting businesses—the good, the bad, and the ugly—to show what it means to be a "boss" in twelve easy steps. In her refreshingly honest and relatable style, she first shows how to embrace the boss-of-you mentality by seizing the power that comes from believing in yourself and expanding your personal skillset. Then she offers candid no-nonsense advice on how to kill it as the boss at work whether you have a high-up role or not. And finally, for those who want to take the plunge as an entrepreneur, she lays out the nuts and bolts of how to be the boss of your own business—from raising money and getting it off the ground to hiring a kickass staff and dealing office drama to turning a profit. Being a rock star in your career is something that should be worn as a badge of honor. Here Lapin shows how to crush it in our careers like like a Boss Bitch!