Podcast episode
Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
30 Minutes to President's Club10 Jun 202026 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. 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
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Every place a page here uses this source, in the order the words come in it.
Those are process questions. When you're doing outbound, you have to try to find a business problem as quickly as possible. So you don't want to go to the process, you want to go to the business. So there's a couple of ways you can do it. If it's a true outbound, and I start with really quickly, Armand, “would you mind walking me through what prompted you to take this call?” I know you're busy. Now, normally they'll say, well, you said you help with declining revenues. You said you help shorten the sales cycle. You said you help with increasing average sales price. So if he says that, or she says that, what's your next question? Well, tell me a little bit more about that. Okay, about what?