Keenan is CEO and president of sales consulting firm, A Sales Guy Inc. and is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody's Teaching You. Keenan was named one of the top 30 social sellers in the world by Forbes. He was named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. He has also been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine and Inc. He and his daughters live and ski in Denver, Colorado.
"As Keenan argues in Gap Selling, we all sell the same thing:
change. Unfortunately, customers often reject the very premise of
what we're trying to sell--not because they don't agree with the
vision we've painted but because they see the journey as too hard,
too risky, too uncertain or too expensive. In his latest book,
Keenan offers a fresh and provocative formula for helping customers
realize that the pain of same is actually worse than the pain of
change." -- Matt Dixon, Co-author of The Challenge Sale"Oh, Boy!
Keenan's done it again. From relationships, to closing, from
overcoming objections, to negotiating price, he's busted all the
sales myths that actually create the very problems that salespeople
so desperately want to avoid. In his typical in-your-face style,
Keenan has nailed the buying process--and how selling is something
you do with buyers, not to them." -- Jill Konrath, author of More
Sales Less Time & Snap Selling"Gap Selling works! Our team used Gap
Selling and it completely transformed the way we went about
selling--as well as our results! It increased sales, shortened
sales cycles, and gave us a way to address those frustrating
feature and price objections. Gap Selling offers a deceptively
powerful way of thinking about how to approach the sale. With Gap
Selling, your sales will be faster, more predictable, and more
profitable." -- Eugene Carr, Founder of Patron Technology"Mind the
Gap. No really! Old style selling has us focused on current state
and future outcomes. What we don't do is sell to the gap between
and connect the dots. That is where the value lies. Keenan nails
this and shows us how to connect the dots. Read this book. Sell to
the gap. Make your number." -- Trish Bertuzzi, Author of The Sales
Development Playbook & CEO/Founder of The Bridge Group"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"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
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