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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