Increase Sales by Closing the Gap, with Keenan on Gap Selling, Ep #114

VengresoDigital Selling Increase Sales by Closing the Gap, with Keenan on Gap Selling, Ep #114
Keenan podcast on increasing sales

Increase Sales by Closing the Gap, with Keenan on Gap Selling, Ep #114


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We all want to increase sales, but many are still going about it the wrong way. Are you still trying to “sell to the pain” of your buyers or have you realized that what makes you truly successful is selling value? A true sales influencer comes into situations where the buyer has not made a decision yet and influences their decision toward a purchase by highlighting the value they will receive from the sales solution. That’s what they really want, and even they don’t see all the benefits they might receive from the solutions they are seeking.

This episode of #SellingWithSocial features my friend Keenan, a guy who became a sales coach and trainer by accident but realized in doing so that his sales method cuts to the core of true selling. His GAP Selling paradigm will help you get past buyer objections, understand the true need of your buyers, and most importantly, enable them to see the impact your solution has when solving their problem – and that will help you increase sales. Don’t miss this one. Keenan’s insight into how the sales process works at the core is invaluable.

Learn how to become a #sales influencer by #selling to the gap, with @Keenan of @ASalesGuy. Join @M_3Jr, CEO of Vengreso for this spirited conversation on this ep. of #SellingWithSocial. Listen now! #SocialSelling #DigitalSellingClick To Tweet

Change Is At The Center Of Sales. Sellers Help Buyers Decide To Change

Much of the hurdle we face in sales is that buyers are often not motivated enough to make a change. Our job is to help them understand the benefits that can come when they make the decision to step away from their current state of things and into a new and better future. When you can help a buyer decide to change, you’ve done them the greatest service because you are opening the door to that better future and giving them a peek inside.

But often, you don’t know how to help a buyer make the decision to change because they are holding the facts of the situation close to the vest. They don’t want to reveal everything about their situation. How do you get past that tactic? Keep reading…

Sellers Get Buyers To Let Them Help Them By Demonstrating Credibility

It’s not uncommon to run into selling situations where the buyer is not forthcoming about the details of their problem or need. You can tell because they become cagey or unclear in the answers they give to your questions. How can you get a buyer to share more with you, to willingly give them the information you need to be able to truly help them? You do it by demonstrating your credibility, which comes from applying a very specific approach.

In this conversation, Keenan outlines his PIC approach to sales:

This information enables you to devise the kind of questions for buyers that demonstrate your understanding of their problem, that you can genuinely be of help to them. When you do that, buyers begin to view you as an ally instead of just a salesperson. Listen to learn more about the PIC approach.

How do you get #buyers to let you help them? By demonstrating credibility. Learn how - join @M_3Jr CEO of Vengreso and his guest @Keenan of @ASalesGuy for this episode of #SellingWithSocial. Listen now! #SocialSales #DigitalSalesClick To Tweet

You’ll Only Increase Sales When You Truly Know Your Buyer’s Problem

Keenan points out that what we often hear in sales training is not the whole truth. Well-meaning sales trainers tell us we should sell to the problem, but Keenan says that approach is short-sighted. The problem is definitely bad for the buyer, but the impact of solving that problem is the true motivating factor in every sales conversation. So you need to envision that you, the seller, are really selling value, not a solution.

Keenan creates a very helpful scenario in this episode involving a headache, a pill that will cure it, and a situation where the headache-sufferer is willing to pay $1,000 for the pills. Can you imagine a situation where that would ever be possible? Once you hear Keenan explain it you will – and you’ll understand why knowing the impact that solving the real problem will have is critical to helping buyers make sales decisions. It’s selling value – the ultimate goal that gets buyers to make the right buying decision.

People Buy For Value, Not Necessarily Because They Like You

We’ve all heard that buyers make purchases from sellers they know, like, and trust. But Keenan says it’s not always the case. Many people will buy things from a person they don’t like. Why would they do that? Because the value they will get from the purchase is far more important to them than whether or not they like the person who gave them the value.

Take the time to listen to this passionate conversation. Keenan and I talk in depth about what it takes to be a sales influencer, how to help buyers get to the right buying decisions, and how to call them out when they are not being entirely honest with you – and increase sales at the same time. It’s a fascinating conversation full of insight. You won’t want to miss it.

People buy for #value, not necessarily because they like the #seller. Join @M_3Jr, CEO of Vengreso and his guest @Keenan of @ASalesGuy for this spirited conversation on this episode of #SellingWithSocial. Listen now! #SocialSellingClick To Tweet

Outline of This Episode

Resources Mentioned

Connect with Mario!

Subscribe to Selling With Social

Apple Podcasts | Stitcher | Google Play | Google Podcasts

Click to Tweets:

Change is at the center of #sales and, it’s #Sellers WHO help #buyers decide to change. Can you help them? Join @M_3Jr, CEO of Vengreso & his guest @Keenan of @ASalesGuy for this episode of #SellingWithSocial. Listen! #SocialSellingClick To Tweet
You will become a #sales influencer the second you know the real problem your #buyer faces. Join @M_3Jr, CEO of Vengreso and his guest @Keenan of @ASalesGuy for this episode of #SellingWithSocial. Listen now! #SocialSelling #B2BClick To Tweet

Mario Martinez Jr.

Mario is the CEO and Co-founder of Vengreso. He spent 84 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018. He was named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional, Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant, and was recognized in 2019 as one of the top Social Media Leaders by The Social Shake Up. As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem.  Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., Entrepreneur and was formerly a contributor to the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, Cisco and many more. He is also known to open a speech with a Salsa dance. Follow him on YouTubeLinkedIn, or on Twitter.

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