Live Sales Pitch - Gap Sell Keenan 60 - Don't Default to a Product Pitch When You Get Stuck!

Gap Sell Keenan

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How To Talk To Humans

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Interview With Bob Stobener On "Leadership Communication" #213 22:42

12 weeks پیش22:42

پخش در آینده

لیست ها

پسندیدن

دوست داشته شد

22:42

Bob Stobener , a seasoned leader celebrated for his adept communication skills, has a unique perspective on improving communication as a means to foster understanding and collaboration. Drawing from his creative background in cartooning and strategic advertising at a successful comedy club, Stobener believes that effective communication is essential not only for resolving conflicts but also for enhancing personal and professional growth. He emphasizes the importance of listening and forming genuine connections, demonstrating how these practices can lead to positive outcomes, as seen in his ability to guide team members toward fulfilling career paths. By advocating for open and honest dialogue, Stobener illustrates how strong communication skills can support individual success and organizational excellence across various industries. (00:01:52) Communication Skills: Comedy Club to Corporate Success (00:14:21) Transparent Interactions: The Foundation of Leadership Success (00:14:21) Transformative Impact of Transparent Leadership Communication (00:19:41) Mastering Communication Skills for Multifaceted Success Hosted by Larry Wilson Produced by: Verbal Ninja Productions Producer: R. Scott Edwards Sponsored by: The Wilson Method **Check out NEW upgraded website with FREE offer !! Visit: https://theWilsonMethod.com Link: TheWilsonMethod.com…

۲ سال پیش 37:54

MP3•خانه قسمت

This happens all the time on sales calls – we’re doing a discovery and we get flustered when the buyer doesn’t have a problem or an apparent “need” for our product. Rather than remaining calm and using our brains to try and find another angle we default to a product pitch.

Salespeople have a tendency to do 2 things when they get stuck – 1. Focus on a technical problem the buyer has mentioned and try to sell to that or 2. Start pitching how great the product is.

Stick to your method, continue to search for large business problems that the client can solve using your product.

Show notes:
6:59 – You need to find a problem
10:00 – You need to stay away from product pitches when you get trapped
11:15 – Self diagnosing questions hurt because your buyer may not know their limitations
13:15 – Stay out of the future state
14:50 – If you’ve done your research on your market then you should know the questions to ask!
20:07 – Pay attention to everything your buyer says, you may find problems you can solve in the future
20:42 – Are close ended questions effective tools in a sales call or can they get you in trouble?

___________________________________________________________________________________
Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company.

From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.

Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.

➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...
➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

74 قسمت

Live Sales Pitch - Gap Sell Keenan 60 - Don't Default to a Product Pitch When You Get Stuck!

Gap Sell Keenan

published ۲ سال پیش

اشتراک گذاری

MP3•خانه قسمت

Salespeople have a tendency to do 2 things when they get stuck – 1. Focus on a technical problem the buyer has mentioned and try to sell to that or 2. Start pitching how great the product is.

Stick to your method, continue to search for large business problems that the client can solve using your product.

74 قسمت

همه قسمت ها

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Gap Sell Keenan 75 - Crafting Impactful Questions 44:32

14 weeks پیش44:32

44:32

This week Keenan sits down with Paolo Gagliardi of Anglepoint. Anglepoint is the leading, global provider of IT Asset Management and cloud-managed services, driving cost optimization, risk mitigation, & operational excellence within the software, hardware & cloud licensing estates of the world’s most complex organizations.…

1
Gap Sell Keenan #74 - Why You Must Know Your Business Problems 48:35

37 weeks پیش48:35

48:35

Jose Alvarenga of Whova joins Keenan to search for a problem ASG might have. Whova is an all-in-one event management solution that makes events modern and trendy, attracts and engages attendees effectively, and helps event organizers save time when managing event logistics. Whova’s platform consists of an award-winning event app, easy online registration, powerful event marketing, and time-saving event management tools.…

1
Gap Sell Keenan #73 - Why bat .300 when you can bat .350? 56:15

51 weeks پیش56:15

56:15

This week we've got a good one. John Polaris from Daily.ai joins the show to search for a problem with ASG's content in the newsletter. For more information on Gap Selling Visit: https://salesgrowth.com/gap-selling-method/

1
Gap Sell Keenan #72 - Does ASG Need Gamification? 51:17

1 year پیش51:17

51:17

This week on Gap Sell Keenan, we're joined by a gamification company, where Steve from Outbound Game steps in to identify and tackle potential issues within our training protocols. This episode serves as a prime example of the critical importance of understanding your customer and pinpointing the deficiencies in their environment. Without a clear grasp of the potential problem areas, it becomes increasingly difficult to conduct a focused and effective call. Tackling Discovery Fatigue Discovery fatigue takes center stage in our discussion, highlighting a prevalent issue in sales where prospects lose interest mid-call or throughout the sales process. This disengagement typically stems from two core issues: inadequate preparation by the seller and a lack of problem-focused coaching. Sellers frequently step into calls without a comprehensive understanding of their client, the client's business, and the specific challenges they face. This lack of insight often results in bland and unproductive interactions that fail to resonate with the client. Problem-Solution Gap There's a noticeable disconnect in effectively linking the problem with the appropriate solution. To effectively bridge this gap, it is crucial for sellers to dedicate time to crafting personalized profiles of their prospects. Additionally, it's imperative for leadership to precisely articulate the problems their products are designed to solve. This strategic alignment is key to avoiding misunderstandings and ensuring that the solution presented is relevant and compelling to the prospect. Refining Discovery Calls Addressing discovery fatigue isn't about curtailing the discovery process; rather, it's about refining its execution. The shift needs to move away from a transactional approach to one that is rooted in empathy and insightfulness. By adopting this perspective, discovery can become a process that not only engages the client but also provides them with valuable insights, enhancing the overall effectiveness and outcome of the sales interaction.…

1
Gap Sell Keenan #71 - Be a Lifelong Learner 59:13

1 year پیش59:13

59:13

This week we've got a powerhouse guest who's got some serious business acumen and problem identification skills. Marc, showcases his complete understanding of his business world. He's not just playing the game, he knows it inside out. We're all about learning here, and it's always refreshing to see leaders continuously pursue learning to make themselves better for their teams.…

1
Gap Sell Keenan #70 - What problem do you solve? 40:05

1 year پیش40:05

40:05

Sellers still struggle with answering what problems they solve. You need to get into the nitty-gritty of your audience problems, where these problems start, how big the problem is, and who is most likely to struggle with this BEFORE you start to sell.

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Gap Sell Keenan #69 - Ditch Your Sales Mindset 1:01:12

1 year پیش1:01:12

1:01:12

Dive into the mindset shift that's separating good sellers from the great ones! In this week's episode of Gap Sell Keenan, Keenan sheds light on the profound change in sales mentality. Are you still stuck in the predator sales mindset? It's time to escape the traditional hunter approach and embrace curiosity like a 5-year-old encountering something new. Discover why clinging to a preconceived agenda can hinder your success and how embracing the unknown and improvising can set you apart as a true Gap Seller.…

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Gap Sell Keenan #68 - But What's the Problem 36:29

1 year پیش36:29

36:29

You’ve prospected well, you’ve set a meeting, you think it goes well, but the buyer disappears after. What happened? You botched it somewhere. A lot of sellers fail to effectively communicate and highlight the buyer’s problem. You’ve created a scenario lacking in urgency. The buyer is not going to be motivated to change, nor are they going to believe that they need whatever you’re selling. Closed won sales are built upon understanding the buyer’s perspective. When a seller fails to highlight the buyer’s problem, it’s likely because you don’t know enough about the problems you can solve or the buyer’s situation. You must create a sense of urgency to motivate change in a buyer. Buyers will remain in a state of complacency or continue along with the status quo believing that their current process is adequate. They may not see a reason to change, improve, or explore a new opportunity. You need to push these buyers to challenge their current assumptions and make them aware of the true costs of inaction. Not by presenting a solution, but by highlighting the magnitude of their inaction. In this episode we see an example of that. Our seller does not highlight why Keenan and ASG should focus expansion on international markets. There is no highlight of a problem that Keenan and ASG are currently facing.…

1
Gap Sell Keenan #67 - Selling in Competitive Markets 52:20

1 year پیش52:20

52:20

Selling in competitive markets can be brutal. Kelly Biggs of WSI Biggs Digital is in one of them. Listen to how she ties her services to revenue and books a second meeting.

1
Gap Sell Keenan #66 - Stick to the Business Problems 43:25

1 year پیش43:25

43:25

This week we see an emphasis on addressing the business problems that an organization may be struggling from. Stick to the business problems and stay away from comparing your product to competitors.

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Gap Sell Keenan #65 - Telling is not Selling 22:56

1 year پیش22:56

22:56

In recent episodes, a clear theme has emerged - there's a lot of telling and not enough asking in sales. What distinguishes a successful salesperson from an average one is the ability to influence the sale. It's not about regurgitating industry facts and figures; true influence comes from understanding, articulating value, and asking the right questions. Just as at a party, where someone who talks only about themselves is a conversation killer, in sales, being a product feature parrot is a turn-off. Instead, the key is to ask, understand, and convey the value you can bring to your prospect's business. In the world of 'Good Selling,' it's all about asking, learning, and listening. Encourage your customers to share their needs, desires, and obstacles. Are you engaging with them in a way that invites them to open up about their business?…

1
Gap Sell Keenan #64 - Get To The Problem Quick 31:15

1 year پیش31:15

31:15

If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems salespeople face is asking the right questions. Oftentimes, they don’t fully understand where they are trying to carry the conversation or get lost along the way. Asking the right questions in a discovery call is an art and you want them to lead you to a problem as quickly as possible. We don’t want to waste our time as sellers or the prospects time inching our way to a problem. In this week’s episode, Matt does a pretty good job of that. He knows the problem he can solve and he asks questions directly to get to answer “does Keenan have a problem I can solve?”…

1
Gap Sell Keenan #63 - Consultative Selling and Listening 56:48

1 year پیش56:48

56:48

Your old-school selling methods won't cut it anymore. Pushing product is out, understanding your customer's challenges is in. In this episode of Gap Sell Keenan, we see the importance of searching for problems and not being product-centric. ___________________________________________________________________________ Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company. From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients. Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25. ➜Gap Selling Resource Center: https://salesgrowth.com/resources/ ➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v ➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/... ➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr... ➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/…

1
Gap Sell Keenan #62 - Be Willing to Fail 19:35

۲ years پیش19:35

19:35

Hey Gap Sellers! Welcome to episode 62 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. This episode features Jonas from Merchant Cost Consulting. This may be the quickest episode of GSK yet with maybe the most important message: Do not be afraid to fail. Put yourself in positions to fail. Failing is a catalyst for personal and professional growth. ___________________________________________________________________________________ Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company. From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients. Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25. ➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v ➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/... ➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr... ➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/…

1
Live Sales Call Gap Sell Keenan #61 - Stay Out of Sell Mode 33:26

۲ years پیش33:26

33:26

Hey Gap Sellers! Welcome to episode 61 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. Today is Nick with Melt Studio. Be empathetic towards your buyer's challenges. Customer-centricity and problem-centricity are the future of sales and marketing. As a salesperson you want to build trust and rapport through being able to relate and have an in depth conversations about your buyer, their environment, and the problems they’re facing. You want to become a trusted advisor. If a customer feels that you truly understand their needs and the problems they are facing they are far more likely to lean on you when they need help. ___________________________________________________________________________________ Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company. From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients. Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25. ➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v ➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/... ➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr... ➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/…

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