Gap Selling Resources Articles

Gap Sell Keenan 69: Ditch Your Sales Mindset

https://www.youtube.com/watch?v=VNyZ-UPG1NI&feature=youtu.be Gap Selling is more than a new set of tactics for a seller. It is a profound shift in sales mindset that separates the good from the great. Having read the book, following our newsletters, or...

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,...

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...

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...

Simple Lead Qualification Criteria

Simple Lead Qualification Criteria

Jun 25, 2025 | Gap Selling Resources, How to Sell

Everyone wants more leads. But without clear lead qualification criteria, more leads just means more waste (only 39%...

How to Handle Price Objections

How to Handle Price Objections

Jun 23, 2025 | Gap Selling Resources, How to Sell

Ah, the dreaded price objection. What many think is a sign the price is too high is actually a sign the deal was...

The Sales Processes Hurting Your Close Rate

The Sales Processes Hurting Your Close Rate

Jun 20, 2025 | Gap Selling Resources, How to Sell

Eighty-six percent of B2B sales fall apart before they close. Only 10% of sellers put the buyer first. That’s not a...

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