Replay: Using GAP SELLING To Make Objections And Closing OBSOLETE | Salesman Podcast

Keenan is the CEO and President of a sales consulting firm, A Sales Guy Inc., and was named one of the top 30 social sellers in the world by Forbes. In this episode of The Salesman Podcast, Keenan is explaining what “GAP Selling” is and why relationships, objections, and closing in sales are dead. Resources: BOOK: Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price ASalesGuy.com Keenan on LinkedIn @Keenan Post: Dealing With The Sales Objection: “I Need To Think About It…” Book: Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You Transcript Will Barron: Coming up on today's episode of The Salesman Podcast.   Keenan: So the only place it matters is value, and the thing that helps drive value is credibility. The credibility you establish as someone who can genuinely help them get done what they need to get done, and bring tremendous value in solving problems. They buy from those people. At the core of that is trust because if you don't trust somebody, they can't be credible.   Will Barron: Hello sales nation and Will Barron and host of The Salesman Podcast. The world's most listened to B2B sales show. If you haven't already, make sure to click subscribe. With that, let's meet today's guest.   Keenan: Hey, what's up, peeps, my name's Keenan. I am the author of Gap Selling and CEO and founder of The Sales Guy. You can find [email protected] and/or on Amazon.   Will Barron: On this episode of the show with the legend that is Keenan. We're diving into gap selling, how we can uncover what the gap is, the insights behind that, how we communicate it? How it makes closing essentially obsolete? How it makes winning new business, once you get all this down at the front of the sales process, a whole lot easier. Let's jump right in.   The Sales Myths That Were True 10 or 20 years Ago That are No Longer True · [01:13]    Will Barron: What myths are currently being banded around the sales training space, the sales industry, as a whole? Whether it's from trainers, whether it's from leadership, whoever it is, what myths have been banded around that perhaps were true 10, 20 years ago, but aren't necessarily true right now?   Keenan: One is that you need to be liked. That's the big one, that you need to be liked to sell. Another one is that good closers are good salespeople. That's a crazy, ridiculous myth. Another one is that price matters and that people buy on price. That is not true.   Keenan: So those are your three big ones that really … I mean, the other one is that your elevator pitch matters. The idea that you need an elevator pitch and that matters. Those are some of the bigger ones that people throw about and still try to teach.   Will Barron: So why is it? Because all these are seemingly counter-intuitive. I know Objective Management Group have data on the fact that salespeople who don't feel … I might kind of screw this up from their terminology, but sales people that don't feel like they need to be liked by their customers, outperform salespeople who want to be liked by the customers, for example.