Book Review: GAP Selling


Reading time ( words)

GAP Selling: Getting the Customer to Yes
Author: Keenan
Copyright: 2018
Price: $9.99 (Kindle edition), $24.30 (hardcover)
Pages: 197

Get ready for the ride of your life because this book will rock your world. It is the best book on selling that I’ve read in 10 years, and I read all of them. This book debunks all of the so-called “axioms” about selling that you have heard throughout your career. The author “Keenan” (don’t ask, I didn’t) handles all of that sticky stuff that slows down—nay, just about kills—your sales effort.

Here are some of the more cogent examples from the book:

  • Customers do not care about you. Customers do not care about your company, how long it has been in business, or how it started. They only care about one thing, and that is what you can do for them.
  • The salesperson is dead. You are a consultant, an advisor, an expert, a peer, and someone the customer comes to rely on for valuable solutions.
  • Customers don’t buy from friends (or drinking buddies or golf partners). They buy from someone who can bring them value, even if they don’t like that person.
  • Customers like change. They will even embrace change if you can prove to them that it will make their product and company better.
  • Show them the future. Customers will change when the future you show them is better than the present they told you they liked.
  • Customers will return your phone calls and answer your emails if they are provocative enough—if the messages surprise them and if they are intrigued. You don’t like to answer boring sales calls, so why should your customer?

And there is so much more. Keenan shows you how to move the customer off the dime when they are stalling. Or how to get the customer to tell you what they need? Ask the customer a series of questions that will drive them to let you solve their problems.

I started sending this book out to some of my sales training clients even before I finished it. Please, if you are the kind of person who never reads a book on sales, start with this one today. Or if you are the kind of person who reads sales books all the time, grab this one next. You might even stop reading the one in your hand right now and pick this book up instead—I guarantee that it is better.

Dan Beaulieu is the president of D.B. Management.

Find it in Amazon

Share




Suggested Items

Siber Circuits Owner Responds to ‘Rep’ Column: Encourage Communication

06/17/2022 | I-Connect007 Editorial Team
Simon Etherington, president and owner of Siber Circuits, felt so strongly about Dan Beaulieu’s weekly column titled “Reps Need a Better Deal, Part 2” that he put fingers to the keyboard and expressed his thoughts as a response. Beaulieu frequently writes about sales and marketing topics, particularly the relationship between the sales rep and the principal. Dan has argued that there needs to be improved communication, better language in the contracts, and a sales rep that’s eager to earn. See what Simon had to say.

I-Connect007 Editor’s Choice: Five Must-Reads for the Week

02/04/2022 | Nolan Johnson, I-Connect007
The last time I was in this space, we were busy preparing for our extensive coverage of IPC APEX EXPO, so now I have the honors of compiling the news from the week following the event. We often use the phrase “busy news week” in these compendiums, but this week I have metrics—25% more news items published this week at I-Connect007 than our weekly average. All the more reason to read the website newsfeeds and newsletters, but also all the more reason for me to bring you the best of the best from the past week.

I-Connect007 Editor’s Choice: Five Must-Reads for the Week

03/05/2021 | Nolan Johnson, I-Connect007
A perennial and yet irregular category on the popular game show Jeopardy is “potpourri.” My dad, as I was growing up, pronounced the word as “pot-poury.” It wasn’t until I was a sophomore in college that my girlfriend’s mom—who had a penchant for a soupcon of French euphemism in her tête-à-têtes—pronounced the word properly: “po-pu-ree.” Such are the risks of growing up just a bit rural.



Copyright © 2022 I-Connect007. All rights reserved.