A problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation process. The author of the book Gap Selling: Getting the Customer to Yes is the special guest on this episode of Negotiations Ninja. Listen to this episode as we talk about the ins and outs of his gap selling sales strategy.

Keenan is the CEO of “A Sales Guy Consulting” and “A Sales Guy Recruiting.” He’s also the best-selling author of multiple books (Gap Selling and Not Taught). His strategy is a game-changer for sales organizations, geared towards helping them find long-term success. Don’t miss his unique and successful take on sales!

Outline of This Episode

[1:36] Keenan’s background in sales
[2:48] The major difference between sales and procurement
[4:05] Where sales and procurement miss the mark
[7:13] Keenan’s mission to banish open-ended answers
[11:52] Why ‘objections’ should never be an issue
[18:08] Understand that the sales process is based on emotion
[19:38] A sales negotiation is all about the desired outcome
[21:47] Where to connect with Keenan

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BOOK: Gap Selling
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Keenan’s Website

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Why You Need to Know the Desired Outcome of a Negotiation 23:28 Share

Negotiations Ninja Podcast

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Why You Need to Know the Desired Outcome of a Negotiation