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Gap Selling Resources Articles

Educate Your Buyer – 3 Benefits of Market Expertise – Lessons From Gap Sell Keenan Episode #57

Personalization, credibility, and value – probably the 3 most common buzzwords in the sales world today. Being a market expert gives you the ability to accomplish all 3. As a sales rep, your success depends on your ability to understand your clients market and educate...
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Demo During Discovery: A Dangerous Mistake – Lessons From Gap Sell Keenan Episode #56

Pushing a demo during discovery is dangerous. As sales professionals we get excited about the products we sell. We want to show people how great they are, that's a natural feeling. But if you push too early, you're going to lose your prospect quick. Remember, this is...
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The Freedom Box: Unleashing the Full Potential of Your Employees

At ASG we have a unique company culture and one of the key characteristics of that culture is what we call the Freedom Box. In short, the Freedom Box is allowing our employees to do their job as they see fit. We don’t tell people how to do their job. It’s way outside...
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How to be a Better Seller: Give a Shit

If you want to learn how to be a better seller, start here: give a shit! This is the story about a salesman who missed one crucial aspect of selling - he put his needs and wants before his clients.   I was sitting in the conference room when the rep said;...
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