Gap Selling Summary

Summary of Gap Selling Book by Jim Keenan

Name: Gap Selling
Rating: 4.7 (1122 reviews)
Author: Jim Keenan

4.7 . 1122 reviews

Short summary

Our greatest mistakes sometimes come from the little things we fail to learn. We feel our efforts are not enough and that people do not buy into our ideas. We also fail to understand that it’s possible to keep taking the wrong step without knowing it’s wrong in the first place. When we are ignorant of what a problem is, it becomes difficult to find a solution. Being a successful salesperson requires an in-depth knowledge of how to make a sale. Many entrepreneurs do not possess this knowledge, so it’s difficult for them to be successful. In this summary, you’ll learn how to identify problems and turn those problems into big opportunities. Many people have problems; it’s your job as a salesperson to identify them and offer solutions. Jim Keenan is a writer and the CEO of A Sales Guy Inc — a sales consulting and recruiting firm. He is also a teacher and a coach who has over 20 years of experience, and his books have been adopted by many people as a guide to making successful sales. “When you build your prospecting methodology around gap-selling principles — by putting the customer first; by preparing to solve problems, not talk product; people are simply going to be more willing to come to the table.” ~ Jim Keenan

14 min

9 key points

8 insights

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Table of content

Summary of Gap Selling
About the author
What is Gap Selling about?
Who should read Gap Selling
Topics in Gap Selling

first key point

Unless you know the rules, you can’t play and win a competitive game

Listen the first key point

00:00

If there are no problems, there would be no need for innovations. All the innovations that have been created by innovators were used to solve problems for the people. The key to creating something is to satisfy the need or wants of some people. The founding fathers of the millions of innovations in the world were critical thinkers. They scanned their societies, looked for problems, and then created solutions to them.

Every salesperson must understand the intricacies of the business market. When you know how to solve a problem for buyers, you’ll easily become a better salesperson. Being a salesperson is not a day’s work, and it comes with its own negative moments. You’ll most likely meet people who would be rude or condescending towards you and those who would test you to a breaking point. To be a successful salesperson, you must know when to stay and when to leave.

The best players of a game are not those who always practice, but those who understand the rules and use it to boost their creativity.

You're probably tired of losing potential customers to your competitors who might not be as hardworking as you. In the world of competitive business, it's not how hard you work, but how smart you work. The business game rules are not rigid, but you must have a fixed plan that serves as a guideline. Keep reading to discover how you can satisfy your customers and make your business turn in a profit for you.

second key point

Knowledge and ignorance are two major factors that determine the success of every sale

In a school football game, Keenan made a mistake that cost his team an important victory. He didn’t know he made a mistake until he saw his teammates looking angry and defeated. Not only had Keenan never played football before, but he also hadn’t bothered to learn anything about the game. His team didn’t lose because he wasn’t a good athlete. They lost because he didn’t understand the game. His lack of football knowledge meant he couldn’t execute properly, and it cost his team a win they deserved.

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third key point

A major limiting factor for salespeople is that they have become too reliant on selling tools

fourth key point

You build credibility when a buyer is able to upgrade their lives after using your products

fifth key point

Expertise is the foundation on which you build a credible sale and establish a successful brand

sixth key point

The first meeting with your client should be focused on them and not you or your product

seventh key point

If your services do not uniquely solve a problem, then the deal is probably not right for you

eighth key point

A successful salesperson always has more than one solution to a problem

ninth key point

Conclusion

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What is Gap Selling about?

In this insightful book, Jim Keenan explores a revolutionary approach to sales called "Gap Selling." Keenan emphasizes the importance of understanding and addressing the customer's problems and challenges, rather than focusing solely on product features and benefits. By adopting a problem-centric selling approach, sales professionals can build stronger relationships, overcome objections, close deals, and ultimately increase sales. Keenan's strategies challenge traditional sales methods and offer a fresh perspective on achieving success in the competitive world of sales.

Who should read Gap Selling

Sales professionals looking to enhance their selling techniques and increase sales.
Business owners seeking to improve their sales strategies and overcome objections.
Individuals interested in understanding the psychology behind successful selling.

Topics in Gap Selling

Sales Business Relationship Building Problem Solving Communication Persuasion Customer Service Marketing Strategy Entrepreneurship Leadership Success

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