99: Keenan - Gap Selling

Antagonist, author, and consultant Keenan to talk about his Gap Selling methodology   Gap selling is the space between your solution, and the customer.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  Selling to pain and pleasure Listening and picking up connections Probing vs provoking questions The power of the summary email Winning credibility with the how