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Gap Selling
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"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

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