Kickoff Sessions #207 Keenan - 54 Minutes of Sales Training to Explode Your Sales
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Feb 26, 2024 Keenan, an author and CEO known for his expertise in sales growth, unveils the essence of effective sales strategies. He delves into the psychology behind buyer motivations and argues against traditional closing methods. Keenan shares his powerful 'Gap Selling' approach, focusing on genuine problem-solving and relationship-building. He discusses reactivating dead leads, the significance of credibility, and emphasizes the importance of accountability in sales processes. Tune in for insights that can revolutionize your sales approach!
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Start With Precise Problem Definitions
- Start with "What do you mean?" and force a precise definition of the problem.
- Translate technical issues into business impact with numbers to lead the sale.
Require Clear Impact Before Big Commitments
- Spend more time when customers can't articulate their problem; don't let them buy without knowing the impact.
- Walk away if a client can't quantify business problems for a major investment.
Reactivate Leads By Revisiting Their Goals
- Re-engage dead leads by reminding them of their previous goals and measured current state.
- Ask if they hit targets and whether they’re comfortable staying where they are or need to change.