Podcast episode
Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
30 Minutes to President's Club17 Nov 202132 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating things. * Lean on their desired future state instead of talking about the past. * Get to the question/reason behind those unexpected/general questions. ====================== Keenan’s Path to President’s Club: * Author of Gap Selling * CEO @ A Sales Guy Consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
It's probably cumbersome and difficult where they're supposed to go into their app, but they know the guy they just had on for an hour is now, the other guy's coming an hour and they just, it's not worth it to them to go into the, do this and do that. So they just let it go. And then if your product is simply a button on their phone, what makes that process to capture that 10 minutes is a far less cumbersome. You see what I'm saying? “Then you show them why you'll capture that now.” Root cause, interruptions for 10 minute calls, we bill in 10 minute increments, but they just pass it on because it's stuck between two big ones. Wait, you can capture that in one step. Oh my God. You see what I did there guys? Yeah. Root cause is how you demonstrate your product, but you've got to ask process questions to dig into how they're doing the things today that are causing the problems and then show how you fix it.
That happen when a customer calls out of nowhere Supposed to be a one minute call And then you get stuck on it For 10 to 15 minutes Or a quick email Someone sits down to write a quick email And it takes five to 10 minutes And you feel you're losing 50% of those And it's costing you Two or three million dollars a year in billings Across your 150 attorneys That's what you believe Right now there's your business problem “The impact obviously is all that money, right” The root cause is because your current system requires eight or nine steps. I'm just making this up. It requires X amount of steps that make
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.