Gap Selling

Getting the Customer to Yes

Jim Keenan

Publisher: A Sales Growth Company, 20187, 237 pages

ISBN: 978-1-7328910-2-9

Keywords: Sales

Last modified: April 12, 2026, 10:41 p.m.

Synopsis

Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irrelevant style, Keenan breaks down the tired old sales myths causing todayt's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers, improve the sales world's sales IQ and turn sales order takers into sales influencers.

Table of Contents

  • Part I: Know the Game
    1. Welcome to the Game
    2. The Nine Truthbombs of Selling
    3. The Current State -- Where Customers Are
    4. The Future State -- Where Customers Want to Go
    5. Relationships Don't Matter (Kinda)
    6. The Gap Defined
  • Part II: How to Play
    1. Get Them To Let You Help
    2. Discovery: Know Your Clients Better Than They Know Themselves
    3. Is the Gap Worth It?
    4. Know Your Customers' Why
    5. How to Do a Kickass Demo
    6. Move Your Deals Through the Pipeline
    7. Troubleshooting
  • Part III: Gap Prospecting
    1. Prospecting: Getting the First "Yes!"
    2. Smart Prospecting Prep
    3. How to Capture Attention
    4. Set the Right Confidence
  • Part IV: Building a Gap Selling Team
    1. Manage the Pipeline
    2. Build a Commit Culture
    3. Hire the Right People
    4. It's Not About You