
Gap Selling: Getting the Customer to Yes
How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
Échec de l'ajout au panier.
Échec de l'ajout à la liste d'envies.
Échec de la suppression de la liste d’envies.
Échec du suivi du balado
Ne plus suivre le balado a échoué
0,99 $/mois pendant vos 3 premiers mois

Acheter pour 25,00 $
Aucun mode de paiement valide enregistré.
Nous sommes désolés. Nous ne pouvons vendre ce titre avec ce mode de paiement
-
Narrateur(s):
-
Keenan
-
Auteur(s):
-
Keenan
À propos de cet audio
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid, such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).
Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.
Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:
- Shorter sales cycles
- Increased revenue
- Elevated deal values
- Higher win rates
- Fewer no decisions
- More leads
- And happier buyers
Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.
©2018 Jim Keenan (P)2018 Jim KeenanVous pourriez aussi aimer...
-
The Ultimate Sales Machine
- Auteur(s): Chet Holmes
- Narrateur(s): Amanda Holmes, George Newbern
- Durée: 11 h et 28 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.
-
-
A machine for success
- Écrit par Osa Ehima le 2021-10-14
Auteur(s): Chet Holmes
-
Talk to Me
- How to Ask Better Questions, Get Better Answers, and Interview Anyone like a Pro
- Auteur(s): Dean Nelson
- Narrateur(s): Michael David Axtell
- Durée: 10 h et 9 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
From respected journalist, professor, and founder of the Writer's Symposium by the Sea, an audiobook that demystifies the art and science of interviewing, in the vein of On Writing Well or How to Read Literature like a Professor. Nelson walks listeners through each step of the journey from deciding whom to interview and structuring questions, to the nitty-gritty of how to use a recording device and effective note-taking strategies, to the ethical dilemmas of interviewing people you love (and loathe).
-
-
an interviewers guide to honing your craft
- Écrit par David Campbell le 2023-01-06
Auteur(s): Dean Nelson
-
Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- Auteur(s): Jeb Blount, Mark Hunter - foreword by
- Narrateur(s): Jeb Blount
- Durée: 5 h et 53 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
-
-
practical and honest
- Écrit par Mike le 2020-05-10
Auteur(s): Jeb Blount, Autres
-
A Mind for Sales
- Daily Habits and Practical Strategies for Sales Success
- Auteur(s): Mark Hunter CSP
- Narrateur(s): Mark Hunter CSP, Henry O. Arnold
- Durée: 4 h et 52 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.
-
-
Get your mind right
- Écrit par Bronson le 2022-01-20
Auteur(s): Mark Hunter CSP
-
The Extended Mind
- The Power of Thinking Outside the Brain
- Auteur(s): Annie Murphy Paul
- Narrateur(s): Annie Murphy Paul
- Durée: 11 h et 25 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Use your head. That’s what we tell ourselves when facing a tricky problem or a difficult project. But a growing body of research indicates that we’ve got it exactly backwards. What we need to do, says acclaimed science writer Annie Murphy Paul, is think outside the brain. A host of “extra-neural” resources—the feelings and movements of our bodies, the physical spaces in which we learn and work, and the minds of those around us— can help us focus more intently, comprehend more deeply, and create more imaginatively.
-
-
Great Book with tangible ideas
- Écrit par Benny Eapen le 2022-09-06
Auteur(s): Annie Murphy Paul
-
Never Enough
- From Barista to Billionaire
- Auteur(s): Andrew Wilkinson
- Narrateur(s): Luke Daniels
- Durée: 8 h et 45 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Once a barista in a small cafe making $6.50 an hour, Andrew Wilkinson built a business valued at over a billion dollars by the time he was 36—and yet, his path to success was anything but a straight line. In Never Enough, Wilkinson pulls back the curtain on the lives of the ultra-rich, sharing insights into building a successful business that has been called a “Berkshire Hathaway, but for internet companies,” and a surprising first-person account of what it's actually like to become a billionaire.
-
-
Great read, interesting insights and lessons
- Écrit par Steven Johnston le 2025-02-05
Auteur(s): Andrew Wilkinson
-
The Ultimate Sales Machine
- Auteur(s): Chet Holmes
- Narrateur(s): Amanda Holmes, George Newbern
- Durée: 11 h et 28 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.
-
-
A machine for success
- Écrit par Osa Ehima le 2021-10-14
Auteur(s): Chet Holmes
-
Talk to Me
- How to Ask Better Questions, Get Better Answers, and Interview Anyone like a Pro
- Auteur(s): Dean Nelson
- Narrateur(s): Michael David Axtell
- Durée: 10 h et 9 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
From respected journalist, professor, and founder of the Writer's Symposium by the Sea, an audiobook that demystifies the art and science of interviewing, in the vein of On Writing Well or How to Read Literature like a Professor. Nelson walks listeners through each step of the journey from deciding whom to interview and structuring questions, to the nitty-gritty of how to use a recording device and effective note-taking strategies, to the ethical dilemmas of interviewing people you love (and loathe).
-
-
an interviewers guide to honing your craft
- Écrit par David Campbell le 2023-01-06
Auteur(s): Dean Nelson
-
Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- Auteur(s): Jeb Blount, Mark Hunter - foreword by
- Narrateur(s): Jeb Blount
- Durée: 5 h et 53 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
-
-
practical and honest
- Écrit par Mike le 2020-05-10
Auteur(s): Jeb Blount, Autres
-
A Mind for Sales
- Daily Habits and Practical Strategies for Sales Success
- Auteur(s): Mark Hunter CSP
- Narrateur(s): Mark Hunter CSP, Henry O. Arnold
- Durée: 4 h et 52 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.
-
-
Get your mind right
- Écrit par Bronson le 2022-01-20
Auteur(s): Mark Hunter CSP
-
The Extended Mind
- The Power of Thinking Outside the Brain
- Auteur(s): Annie Murphy Paul
- Narrateur(s): Annie Murphy Paul
- Durée: 11 h et 25 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Use your head. That’s what we tell ourselves when facing a tricky problem or a difficult project. But a growing body of research indicates that we’ve got it exactly backwards. What we need to do, says acclaimed science writer Annie Murphy Paul, is think outside the brain. A host of “extra-neural” resources—the feelings and movements of our bodies, the physical spaces in which we learn and work, and the minds of those around us— can help us focus more intently, comprehend more deeply, and create more imaginatively.
-
-
Great Book with tangible ideas
- Écrit par Benny Eapen le 2022-09-06
Auteur(s): Annie Murphy Paul
-
Never Enough
- From Barista to Billionaire
- Auteur(s): Andrew Wilkinson
- Narrateur(s): Luke Daniels
- Durée: 8 h et 45 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Once a barista in a small cafe making $6.50 an hour, Andrew Wilkinson built a business valued at over a billion dollars by the time he was 36—and yet, his path to success was anything but a straight line. In Never Enough, Wilkinson pulls back the curtain on the lives of the ultra-rich, sharing insights into building a successful business that has been called a “Berkshire Hathaway, but for internet companies,” and a surprising first-person account of what it's actually like to become a billionaire.
-
-
Great read, interesting insights and lessons
- Écrit par Steven Johnston le 2025-02-05
Auteur(s): Andrew Wilkinson
-
How to Persuade and Get Paid
- The Sales Workshop for Everyone
- Auteur(s): Phil M. Jones
- Narrateur(s): Phil M. Jones
- Durée: 4 h et 39 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
How to Persuade and Get Paid is a sales training program that combines information and entertainment to teach you exactly what it takes to create success in today’s challenging marketplace.
-
-
Scattered workshop
- Écrit par Shawna le 2019-03-11
Auteur(s): Phil M. Jones
-
Ultralearning
- Master Hard Skills, Outsmart the Competition, and Accelerate Your Career
- Auteur(s): Scott H. Young
- Narrateur(s): Scott H. Young
- Durée: 7 h et 46 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Future-proof your career and maximize your competitive advantage by learning the skill necessary to stay relevant, reinvent yourself, and adapt to whatever the workplace throws your way in this essential guide. Scott Young incorporates the latest research about the most effective learning methods and the stories of other ultralearners like himself - among them Ben Franklin, Judit Polgar, and Richard Feynman, as well as a host of others, such as little-known modern polymaths like Nigel Richards who won the World Championship of French Scrabble - without knowing French.
-
-
Extremely helpful tool, even for regular learning
- Écrit par Robert Godin le 2019-09-30
Auteur(s): Scott H. Young
-
You're Invited
- The Art and Science of Connection, Trust, and Belonging
- Auteur(s): Jon Levy
- Narrateur(s): Jon Levy
- Durée: 7 h et 33 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Regardless of what you want to accomplish, from growing your business, creating a great company culture, championing a social cause, or affecting your habits, you can’t do it alone. The people around you define your success (whatever that means for you) and they have the potential to change the course of your life.
-
-
Great book for insights into community building
- Écrit par Chris le 2021-11-25
Auteur(s): Jon Levy
-
Cold Calling Sucks (and That's Why It Works)
- A Step-by-Step Guide to Calling Strangers in Sales
- Auteur(s): Armand Farrokh, Nick Cegelski
- Narrateur(s): Armand Farrokh, Nick Cegelski
- Durée: 4 h et 9 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard. Cold calling sucks. And that's why it works. While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of.
-
-
Cold calling rocks
- Écrit par Utilisateur anonyme le 2024-08-28
Auteur(s): Armand Farrokh, Autres
-
Ninja Selling
- Subtle Skills. Big Results.
- Auteur(s): Larry Kendall
- Narrateur(s): Larry Kendall, Brandon Arthur
- Durée: 8 h et 6 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Stop selling! Start solving! In Ninja Selling, author Larry Kendall transforms the way listeners think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches listeners how to shift their approach from chasing clients to attracting clients. Listeners will learn how to stop selling and start solving by asking the right questions and listening to their clients.
-
-
Awesome book
- Écrit par Kam le 2021-06-07
Auteur(s): Larry Kendall
-
The Untethered Soul Lecture Series Collection, Volumes 1-4
- Auteur(s): Michael A. Singer
- Narrateur(s): Michael A. Singer
- Durée: 6 h et 43 min
- Production originale
-
Au global
-
Performance
-
Histoire
Michael A. Singer’s spiritual classic The Untethered Soul: The Journey Beyond Yourself gave us a lucid and practical guide to living an awakened life. Now, for those inspired by his books or new to his teachings, The Untethered Soul Lecture Series Collection, Volumes 1-4 brings you into the company of this beloved teacher as he suffuses new illumination into the life-changing insights shared in his written works.
-
-
Great teacher, great insight.
- Écrit par Amazon Customer le 2020-10-12
Auteur(s): Michael A. Singer
-
The Secret of The Science of Getting Rich
- Change Your Beliefs About Success and Money to Create the Life You Want
- Auteur(s): Bob Proctor, Sandy Gallagher
- Narrateur(s): Bob Proctor, Sandy Gallagher
- Durée: 9 h et 5 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Bob Proctor studied the mind, paradigms, and the universal laws of money for over sixty years. There is no one better than Bob to teach you the secret behind the Wallace Wattles book, The Science of Getting Rich. He has reduced the most complicated concepts from that classic into its simplest form. The Secret of the Science of Getting Rich will give you many practical ways to apply the concepts to your life—starting today. But first, you must believe that you can attract anything you want in life.
-
-
Webinar Recording
- Écrit par Scott McGregor le 2022-10-05
Auteur(s): Bob Proctor, Autres
-
The Art of Impossible
- A Peak Performance Primer
- Auteur(s): Steven Kotler
- Narrateur(s): Fred Sanders
- Durée: 9 h et 17 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Best-selling author and peak performance expert Steven Kotler decodes the secrets of those elite performers - athletes, artists, scientists, CEOs, and more - who have changed our definition of the possible, teaching us how we too can stretch far beyond our capabilities, making impossible dreams much more attainable for all of us. What does it take to accomplish the impossible? What does it take to shatter our limitations, exceed our expectations, and turn our biggest dreams into our most recent achievements?
-
-
Best book I've listened to on the app yet.
- Écrit par Amazon Customer le 2021-02-12
Auteur(s): Steven Kotler
-
The Closer's Survival Guide - Third Edition
- Auteur(s): Grant Cardone
- Narrateur(s): Grant Cardone
- Durée: 5 h et 33 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The most powerful arsenal of closes ever! This audiobook over 120 Closes includes: 31 Money Closes, 17 Time Related Closes, 3 Pressure Closes, 3 Agreement Closes, 8 Decision Closes, and another 64 of the most creative closes you will ever find in one book! Financial "Closing" is the final step in the pursuit of ANY goal. This thing called closing is not just something that sales people do but something that applies to every person.
-
-
It is the best
- Écrit par Mehdi le 2018-08-07
Auteur(s): Grant Cardone
-
How Innovation Works
- And Why It Flourishes in Freedom
- Auteur(s): Matt Ridley
- Narrateur(s): Matt Ridley
- Durée: 12 h et 34 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Innovation is the main event of the modern age, the reason we experience both dramatic improvements in our living standards and unsettling changes in our society. Forget short-term symptoms like Donald Trump and Brexit, it is innovation itself that explains them and that will itself shape the 21st century for good and ill. Yet innovation remains a mysterious process, poorly understood by policy makers and businessmen, hard to summon into existence to order, yet inevitable and inexorable when it does happen.
-
-
A Must Read!
- Écrit par Utilisateur anonyme le 2022-11-01
Auteur(s): Matt Ridley
-
80/20 Sales and Marketing
- The Definitive Guide to Working Less and Making More
- Auteur(s): Perry Marshall
- Narrateur(s): Ron Allan
- Durée: 5 h et 43 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Stop "just getting by"... Master the 80/20 rule and make more money without more work. When you know how to walk into any situation and see the 80/20's, you can solve almost any conversion problem. Any traffic problem. Any money problem. If you're a sales and marketing professional, you can save 80 percent of your time and money by zeroing in on the right 20 percent of your market. By page 5 you'll be applying 80/20² and 80/20³ to gain 10X, even 100X the success.
-
-
Thankful for this book
- Écrit par Matthew McQuinn le 2021-03-20
Auteur(s): Perry Marshall
-
Magic Words
- Auteur(s): Jonah Berger
- Narrateur(s): Keith Nobbs
- Durée: 6 h et 54 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
New York Times bestselling author Jonah Berger’s cutting-edge research reveals how six types of words can increase your impact in every area of life: from persuading others and building stronger relationships, to boosting creativity and motivating teams.
-
-
Data clearly explained
- Écrit par Lou le 2023-11-30
Auteur(s): Jonah Berger
Ce que les auditeurs disent de Gap Selling: Getting the Customer to Yes
Moyenne des évaluations de clientsÉvaluations – Cliquez sur les onglets pour changer la source des évaluations.
-
Au global
-
Performance
-
Histoire
- Abdullah Sajjad
- 2022-05-26
My head hurts and I have a lot of homework to do
Everything I knew about sales was a lie. if you want to be challenged read this book.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- Badr Masri
- 2020-11-16
The new era Selling mantra
We are moving into a new redundancy-filled world where it's not enough to "exist" in the marketplace but rather be unique. That can be done for a salesman with Gap-selling as a methodology. Keenan Reads his best-seller and delivers.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- Norman
- 2021-12-04
Overall eye opener!
This an excellent book. If you are a digital marketer or sales person of any level this book and Keenan give a hands off hand on approach to effective selling. I have already implemented it in my business, and my audit videos. I can't say enough, i pay a lot for a sales coach and this just kinda threw out the ideas of nurture and cold calling. Get to the root cause is such a powerful concept that has helped me. Thank you!
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- Jeremy Schmidt
- 2020-11-20
AMZING MUST READ!!
This is one book that will completely change how you sell!! PERIOD!!
Listen, relisten and go back to help improve your sales methods. This will make a huge difference in your business and most important your bank account!!
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- Dogmalpha
- 2020-01-17
Amazing learning
I really loved this book ! you actually learn step by step a new way of approaching sells ! And it works !!!!
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- Amazon Customer
- 2019-04-02
The definitive guide for modern selling
This book was like getting a punch in the jaw! Hard hitting, no nonsense, tactical advice. If you want to wake up your tired sales strategy I highly recommend listening to this audio book.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- DARREN
- 2020-02-10
No body gives a shit about you! loved it.
This was a great audio, I will look for other titles by Keenan, join the group, and probably take extra training. It is exactly what I was looking for to transition away from old school sales. From current state to future state.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- jorge C
- 2019-08-28
If you're in sales read this now
The author has great delivery and passion. Keenan has a data based approach to selling that takes the spin / bs out of pipeline reviews and target setting. Great insights to prospecting and the over all sales process
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- Lucas Aylward
- 2023-08-09
Great book that covers the must’s of selling
A great break down on what it takes to sell in the current age of digital media. Really enjoyed the examples given as well, everything made sense.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global
-
Performance
-
Histoire
- linh Diep
- 2021-01-12
Great book for Selling!
Great book for Selling! Enjoyed the process and ideas. Will read again and train my staff
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
1 personne a trouvé cela utile