Ep. 99: Keenan - Gap Selling
John Barrows' Podcasts • 49m
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
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