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Live Sales Pitch - Gap Sell Keenan 60 - Don't Default to a Product Pitch When You Get Stuck!

Live Sales Pitch - Gap Sell Keenan 60 - Don't Default to a Product Pitch When You Get Stuck!

Gap Sell Keenan vor 3 Jahren

0:00

37:54

Podcast

Gap Sell Keenan

74 Episoden

A REAL, LIVE sales call where a salesperson tries to Gap Sell Keenan their product or service.

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This happens all the time on sales calls – we’re doing a
discovery and we get flustered when the buyer doesn’t have a
problem or an apparent “need” for our product. Rather than
remaining calm and using our brains to try and find another angle
we default to a product pitch.

Salespeople have a tendency to do 2 things when they get stuck –
1. Focus on a technical problem the buyer has mentioned and try
to sell to that or 2. Start pitching how great the product
is.

Stick to your method, continue to search for large business
problems that the client can solve using your product.

Show notes:

6:59 – You need to find a problem

10:00 – You need to stay away from product pitches when you get
trapped

11:15 – Self diagnosing questions hurt because your buyer may not
know their limitations

13:15 – Stay out of the future state

14:50 – If you’ve done your research on your market then you
should know the questions to ask!

20:07 – Pay attention to everything your buyer says, you may find
problems you can solve in the future

20:42 – Are close ended questions effective tools in a sales call
or can they get you in trouble?

___________________________________________________________________________________

Hi I'm Keenan, I am the author of the Best Selling Sales Book and
Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales
Growth Company.

From inbound to outbound, from ABM (account-based marketing) to
content marketing, from inside sales to outside sales, and more I
wrap the 37 years of sales experience I gained into sales
acceleration strategies that win for our clients.

Through A Sales Growth Co. I have helped companies increase sales
300%. I have positioned companies to raise millions of dollars in
funding, rebuilt sales cultures, implemented ABM strategies,
built sales teams for multi-million dollar mergers and stopped
negative sales growth for all types of companies, from start-ups
to Fortune 25.

Get Your Copy of My Book, Gap Selling:
https://amzn.to/2Gcjc9v

Gap Selling Online Training:
https://gapsellingonlinetraining.com/...

Subscribe to My Channel:
https://www.youtube.com/channel/UCZlr...

Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/