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Gap Selling Resources Articles

These 5 Discovery Questions Are Killing Your Calls

Traditional discovery questions are garbage and they’re ruining your sales processes, causing buyer fatigue, and wasting valuable sales leads from the jump.   Stop asking these discovery questions For decades sales reps have been taught to ask, what we call,...
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Sales Psychology: Are You Emotionally Attached or Emotionally Invested? The Difference Is Massive

When I was 24 years old, I moved from Boston to Rome with 4 suitcases, no job lined up, a meager amount in savings, and one friend of a friend to call when I got there. I had recently completed a Master’s Degree in Italian Translation, and I was determined to create a...
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Overcoming Objections: Stop Discounting!

There is a daily discussion, dilemma, hot take, whatever you want to call it that plagues salespeople: the challenge of overcoming objections and price negotiations. ‘Should I drop my price to secure a deal?’ It’s a common scenario born out of the fear of losing a...
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Gap Sell Keenan 63: Stop Selling and Listen

https://www.youtube.com/watch?v=xJcMS6EtIdU We can’t say this loud enough, B2B sales is changing. Relentlessly pushing products and hammering prospects with your rehearsed sales pitch is dead. Developing a successful sales approach needs to focus on consultative...
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