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75 (Sell): Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
Manage episode 307338711 series 2782528
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Four Actionable Takeaways:
* Don’t talk about root causes/technicalities until you get to the business impact first.
* Condense the problem you solve into a single sentence - stop overcomplicating things.
* Lean on their desired future state instead of talking about the past.
* Get to the question/reason behind those unexpected/general questions.
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Keenan’s Path to President’s Club:
* Author of Gap Selling
* CEO @ A Sales Guy Consulting
RESOURCES DISCUSSED
303 에피소드
Manage episode 307338711 series 2782528
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Four Actionable Takeaways:
* Don’t talk about root causes/technicalities until you get to the business impact first.
* Condense the problem you solve into a single sentence - stop overcomplicating things.
* Lean on their desired future state instead of talking about the past.
* Get to the question/reason behind those unexpected/general questions.
======================
Keenan’s Path to President’s Club:
* Author of Gap Selling
* CEO @ A Sales Guy Consulting
RESOURCES DISCUSSED
303 에피소드
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