#559 - Sell The Problem Before You Sell The Product | Keenan
30 Minutes to President's Club | No-Nonsense Sales
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Show Notes
The Perfect Outbound Sequence Template
Keenan (author of Gap Selling) breaks down a step-by-step framework for prospecting that actually gets responses, focused on leading with problems—not products. Learn how to create intrigue and interest in your outreach, diagnose real buyer pain using problem → root cause → impact, and structure cold emails and calls that force prospects to reflect instead of ignore. If your outreach is getting ghosted, this is the playbook to fix it.
🎙️ ACTIONABLE TAKEAWAYS:
- Lead with the problem, not your product: If you can’t clearly articulate the exact problem your buyer is experiencing right now, your outreach will get ignored—every time.
- Create intrigue → then interest (two sales): First, make them stop (“this might be me”), then make them care enough to respond—don’t jump straight into pitching.
- Use problem → root cause → impact → CTA: Call out the problem, explain why it’s happening, show the business impact, then invite them to solve it.
- Call out why they haven’t fixed it yet: The real unlock—if you can name the blockers keeping them stuck, you instantly build credibility and get them thinking.
These Courses Will Get You to President’s Club
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
📧 Cold Email Course: http://bit.ly/44K6jy3
🔮 Discovery Course: https://bit.ly/4cQYaM8
💰 Exec Selling Course: https://bit.ly/4lCtJh7
👥 Leadership Course: https://bit.ly/4o8KtMT
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
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