Keenan's book, Gap Selling, rocked me in its simplicity and power. It will show you the core of sales--helping a prospect figure out the impact of their current state (CS) and the impact of their future state (FS). Keenan teaches how to diagnose that gap and leverage it to qualify/disqualify prospects, overcome objections, validate their decision criteria, hone in on what to show in your demo, etc. In fact, I am confident after reading this book, you too will believe that understanding how to diagnose the gap and leverage it in every part of your sales cycle is the only way to become a top performing sales rep

Cover to cover, Gap Selling is a pure joy to read. It is more than a process or philosophy, Gap Selling is a way of life. It applies to every kind of selling situation at every stage in your career. When you are ready to evolve and make a difference, this is a must read! Buckle your belt, buttercup, Gap Selling is going to blow your mind!

Gap Selling is the breath of fresh air we as Salespeople know we need. We often feel the way we were taught to do things just doesn't apply anymore, but this confirms it. Keenan brilliantly breaks down the rules of the game we play, along with the practical steps to play it at the highest level. A culmination of deep knowledge across many methodologies, Gap Selling is an evolutionary bullseye of sales education. Like the Shark, Keenan's adapted a sales methodology perfectly suited for its environment. Problems, outcomes, current, and future states, change, emotions, why, why, and why again. Deals are won in discovery and 'no one gives a shit about you', so listen more, say less, define that gap and get that yes! Loved it.

What 'Rework' did to how we think of work, Gap Selling is doing to sales. So perfectly fitting to borrow what Seth Godin said about 'Rework' to describe Gap Selling: 'IGNORE THIS BOOK AT YOUR OWN PERIL'.