#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)

Contrary to popular belief, Nick isn’t a PERFECT seller. In this episode, Keenan and Nick workshop a discovery call using Nick’s company as an example.======================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======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Demo, Discovery

30 Minutes to President's Club | No-Nonsense Sales