Antagonist, author, and consultant Keenan to talk about his Gap Selling methodology. The gap is the state between the current state and the future state. Gap selling helps you challenge your customers with the status quo.
What our job in sales is today
How to help customers discover and open up about their pain - that you can solve
Asking the right questions
Listening and picking up connections
Probing vs provoking questions
Winning credibility with the how
Tim Bertrand, Chief Sales Officer, shares his story having done just about every role in sales. We talk about building a sales organization that consistently wins and
Approaching different sales organization styles
Sales as a way of increasing customer experience
When SDRs shouldn't do a disc...
Chris Voss, author of Never Split the Difference and CEO of the Black Swan Group joins me to talk about everything negotiations and using tactical empathy day to day.
Difference between hostage and business negotiation
Truly listening
Dangers of win-win mindset
When you enter a negotiation
...
From selling old and dusty mainframes to the latest PaSS and SaSS, Scott has sold just about everything in tech before getting into consulting.
East coast vs west coast mentality
Getting better coaching from your managers
GAS - Give a s**t quotient
Split test anything and everything that’s ...
