#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
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Four Actionable Takeaways:
- Align on the problem and impact first, then start brainstorming root causes and solutions
- Build a problem identification chart with the problems, impacts, root causes of your ICP
- Talk to customers, become an expert. Why did they buy? What problems did you have?
- You need customers to agree to the problem they have and be willing to solve it with you.
Keenan’s Path to President’s Club
- Author of Gap Selling
- CEO @ A Sales Guy Consulting
RESOURCES DISCUSSED
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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Four Actionable Takeaways:
- Align on the problem and impact first, then start brainstorming root causes and solutions
- Build a problem identification chart with the problems, impacts, root causes of your ICP
- Talk to customers, become an expert. Why did they buy? What problems did you have?
- You need customers to agree to the problem they have and be willing to solve it with you.
Keenan’s Path to President’s Club
- Author of Gap Selling
- CEO @ A Sales Guy Consulting
RESOURCES DISCUSSED
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A concise first-pass summary for understanding the episode quickly.
A detailed readable summary organized by chapter or topic.
A navigable map of subjects, topic flow, and suggested chapters.
A comprehensive, source-grounded extraction of the reusable knowledge in an episode.
Reusable atomic knowledge units extracted from the episode.
A comprehensive extraction focused on health practices, protocols, claims, and safety caveats.
A comprehensive extraction focused on opportunities, strategy, markets, and company building.
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