Book Review

Chapter 5 1. Introduction: The Power of Quantification In Gap Selling, Keenan stresses that numbers don’t lie. When you translate a buyer’s challenges into tangible metrics—like time saved, revenue gained, or costs reduced—you move the conversation from emotional or intuitive judgments to cold, hard facts. This transition is pivotal because: Put simply, quantification transforms a […]

Chapter 6 1. Why Questions Are the Key to Successful Sales In any consultative sales methodology—particularly in Gap Selling—the salesperson’s ability to ask insightful questions often determines the success of the sale. While many sales reps default to pitching products or features, Keenan underscores that the right questions are what: In short, questions turn you […]

Chapter 4 1. Introduction: Why Emotional and Rational Drivers Matter In sales, you’re rarely just selling a product or service—you’re selling a solution to a problem that impacts your buyer on both a personal and business level. Keenan highlights two fundamental decision-making forces that shape this dynamic: Why They’re Crucial: Understanding how to balance these […]

Chapter 3 In Chapter 3 of Gap Selling, Keenan emphasizes a vital aspect of sales: deeply understanding your customer’s problems. Success in sales isn’t about flashy pitches or impressive product features—it’s about uncovering the challenges that truly matter to the customer and aligning your solution to address them.   This approach doesn’t just build trust; it […]

Chapter 2 In Chapter 2 of Gap Selling by Keenan, the author emphasizes the importance of understanding the buyer’s current state before trying to sell them a solution. The "gap" is defined as the difference between the buyer’s current state (where they are now) and their future state (where they want to be). This gap […]

Chapter 1 What Exactly Is Problem-Centric Selling? Problem-centric selling reorients the entire sales conversation around the customer’s problems instead of your product’s features. Rather than walking a prospect through a list of capabilities or bells and whistles, you dig deep into their business challenges and needs. Key Attributes By speaking directly to the issues that […]