# Gap Selling Sales Training Reviews **Vendor:** A Sales Guy **Category:** [Sales Training Companies](https://www.g2.com/categories/sales-training) **Average Rating:** 4.7/5.0 **Total Reviews:** 73 ## About Gap Selling Sales Training Gap Selling is all about showing salespeople and sales organizations how to sell more by teaching them how to help their customers more. ## Gap Selling Sales Training Reviews ### 1. Keenan & Gap Selling - The Real Deal **Rating:** 5.0/5.0 stars **Reviewed by:** Jesse S. | Small-Business (50 or fewer emp.) **Reviewed Date:** August 07, 2024 **What do you like best about Gap Selling Sales Training?** Just got off a call with Keenan. He did not ask me to do a testimonial like this, but I couldn't help it because I was so excited and my interactions with him have been so extraordinary that I wanted to stand up on a mountain and blow a trumpet for him. There are a lot of people in this industry that are all sizzle and no steak, and one might think that after reading Gap Selling, they would wonder, "Does he really live up to the promises made in that book?" I can tell you that he and his organization exceed all expectations at every interaction. And don't just take it from me; I've spoken to many people in the industry, even those who compete directly with him for deals, and they can't help but say he is incredible. Hire him immediately. You'll get at least a 10X ROI from every dollar you spend with him. **What do you dislike about Gap Selling Sales Training?** Nothing comes to mind. I have had only positive experiences so far. **Recommendations to others considering Gap Selling Sales Training:** Whether you have a sales team with five sellers, 500 sellers, or 5,000 sellers, they will diagnose the problems, fix them, and take your team to the next level in terms of filling the pipeline with the right prospects, having the right interactions with those prospects, moving them through the deal pipeline all the way to close, and then maximizing retention and minimizing churn. I can't say enough great things about Keenan. I'm a 25-year veteran tech entrepreneur, so I've seen it all, and he really stands alone in how extraordinary he is. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Driving more closed deals. Diagnosing & fixing problems in my sales org. ### 2. The last sales training you'll ever need **Rating:** 5.0/5.0 stars **Reviewed by:** Simon B. | Mid-Market (51-1000 emp.) **Reviewed Date:** February 06, 2023 **What do you like best about Gap Selling Sales Training?** The direct approach - prior sales training was very stiff (suit and tie approach) Keenan is most definitely not that, and for me that brings it more into todays way of selling The sales training opened my eyes to how to approach selling in a way that makes total sense The way Keenan knows the questions to ask to just without even knowing our business is just outstanding **What do you dislike about Gap Selling Sales Training?** Seriously... nothing The delivery may not be to everyone taste, but if you don't like it then maybe sales is not for you. With the tools the training provides you will succeed in winning more deals, or at least walking away sooner from the bad ones **Recommendations to others considering Gap Selling Sales Training:** Do it.... Do it.... Do it It works, no doubt about that. Forget about previous sales training you may have done before, this one is different and it's different for a reason. It will make you think differently and challenge everything you thought you knew about selling to ensure you win more deals **What problems is Gap Selling Sales Training solving and how is that benefiting you?** It's making you identify the actual issues the prospect has, and more importantly, the Gap and cost associated with those issues - if there is no Gap (cost associated to that Gap) then there is no sale ### 3. The Gap in my Selling, was a business problem. **Rating:** 5.0/5.0 stars **Reviewed by:** Brandon B. | VP Sales, Small-Business (50 or fewer emp.) **Reviewed Date:** September 27, 2022 **What do you like best about Gap Selling Sales Training?** Real, no bs authentic training framed in a way to improve how we help our customers, not to sell more product, but to solve more problems. **What do you dislike about Gap Selling Sales Training?** #BETA. I am one of the types of people that cannot focus while others are talking, so trying to do sample tasks while the group was talking was challenging. **Recommendations to others considering Gap Selling Sales Training:** If you truly want to help companies solve core business problems, you should take the training to learn how to find them, define the impact and confirm that they are in agreement, that they need to change. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Too many deals resulted in no decision or lost to new competition causing us to lose market share. Helping me to frame business problems and impacts of no decision to increase the close rate and regain market share. ### 4. Less impactful than the book **Rating:** 2.5/5.0 stars **Reviewed by:** Verified User in Financial Services | Small-Business (50 or fewer emp.) **Reviewed Date:** December 02, 2021 **Describe the project or task Gap Selling Sales Training helped with:** Gap selling was brought into DECU to provide a second look at how we are doing our discovery process when working with our many members **What do you like best about Gap Selling Sales Training?** I liked that it helped go deeper into the discovery phase, showing how to phrase questions and remind our members of their goals and what I can do to help them accomplish said goals. **What do you dislike about Gap Selling Sales Training?** We do not do b2b selling, there are certain pieces of gap selling that are applicable and some that are not. It was slightly frustrating to receive kick back from the presenters when what they were saying was not applicable. A training is to refine skills and honestly it took a lot of time out of an already very busy schedule so it was difficult to feel the value when it almost felt we were not learning what was most beneficial for us. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Deeper probing questions for my members and elongating the discovery phase ### 5. Mind-opening sales strategy training **Rating:** 5.0/5.0 stars **Reviewed by:** Alina T. | Business Development Executive, Mid-Market (51-1000 emp.) **Reviewed Date:** January 31, 2022 **Describe the project or task Gap Selling Sales Training helped with:** Understanding the psychology of sales, what is my buyer trying to achieve during the sales, and with my solution **What do you like best about Gap Selling Sales Training?** Keenan has high energy and is a phenomenal straight to the point coach **What do you dislike about Gap Selling Sales Training?** Not sure, Gap Selling approach is comprehensive and holistic **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Myself and my sales team got better at closing deals with the right for us clients, exactly what we needed ### 6. Discovering the root cause **Rating:** 5.0/5.0 stars **Reviewed by:** Brian S. | AVP Branch Operations, Mid-Market (51-1000 emp.) **Reviewed Date:** December 03, 2021 **Describe the project or task Gap Selling Sales Training helped with:** Providing value is greater than relationships. The bigger the GAP the more value. The close just happens. **What do you like best about Gap Selling Sales Training?** I like the role play example. The member came in asking for something, but we actually uncovered other needs by asking questions. **What do you dislike about Gap Selling Sales Training?** I liked everything, but part 1 of day 1 is some of my biggest takeaways, I thought. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Don't talk about the future state much early on. The best sales people don't present at the beginning. ### 7. Gap selling is not for everyone **Rating:** 0.0/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Enterprise (> 1000 emp.) **Reviewed Date:** October 18, 2021 **Describe the project or task Gap Selling Sales Training helped with:** It has not helped yet **What do you like best about Gap Selling Sales Training?** Concepts are good, like digging deeper into problems. **What do you dislike about Gap Selling Sales Training?** Instructor, as he is way too hyped and feels like he is yelling all the time. He gets into Q&A with one specific person and their situations and then expects you to follow along, which is very hard. He did not do any research on who he is teaching to or even what products we sell, or even what line size of clients we sell into. He would profile one or two class members under his assumption and keep putting them in those roles, which is very upsetting and disappointing. You train us to learn and understand your prospects better, but you don't do it yourself. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Nth here ### 8. Great insights and story telling to make points and the process clear. **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Financial Services | Mid-Market (51-1000 emp.) **Reviewed Date:** December 02, 2021 **Describe the project or task Gap Selling Sales Training helped with:** We are gathering more information (current state) from our members will help to understand the root cause and how our service can help them with their problem. **What do you like best about Gap Selling Sales Training?** Expanding and gaining more insights from our members. Focusing on more command questions has helped to uncover more about the current state. **What do you dislike about Gap Selling Sales Training?** I did not have anything that I disliked. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** It is helping me to uncover more of the actual cause so I can better position how we can fix the problem. ### 9. Exceptional experience to learn & improve **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Banking | Mid-Market (51-1000 emp.) **Reviewed Date:** December 02, 2021 **Describe the project or task Gap Selling Sales Training helped with:** Ways to understand how to grow business by better serving the client! Getting to the understanding of them. Better service by selling smarter not harder. **What do you like best about Gap Selling Sales Training?** The hosts engaged the group and got amazing discussions going. Used our real world experiences to apply and educate. **What do you dislike about Gap Selling Sales Training?** Sessions were a little long. Would be amazing in smaller groups to really dig in! **What problems is Gap Selling Sales Training solving and how is that benefiting you?** For our business of banking to be able to listen and ask deeper questions to understand clients. ### 10. This will change the way you sell forever! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** October 26, 2021 **Describe the project or task Gap Selling Sales Training helped with:** . **What do you like best about Gap Selling Sales Training?** Honest direct feedback to get you to rethink sales. No problem, no sale! Super engaging! **What do you dislike about Gap Selling Sales Training?** Not much is coming to mind. Maybe it's a little too much in your face. Go to another person and circle back to prove the point. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Feature/product pitching versus the "WHY" and the problems we solve for. Coaching, forecasting, and the obvious fact that our organization is doing the wrong things to drive sales. The problem is that getting the larger organization to change likely won't happen. They are in silos, and our enablement team is just checking the boxes they want. ### 11. Not your typical sales training, leave your baggage at home **Rating:** 5.0/5.0 stars **Reviewed by:** Vlad K. | Founding Member, Small-Business (50 or fewer emp.) **Reviewed Date:** December 14, 2020 **Describe the project or task Gap Selling Sales Training helped with:** Discovery, discovery, discovery. We are all so used to talking about ourselves. Looking back at some of the discoveries I had had prior to taking the course, I'd like to go back in time and tell myself to stop. It's just crazy that we spend so much time chasing leads to completely waste an opportunity to ask insightful questions and to make it all about them and their struggles. No way I go back to doing things the same way. **What do you like best about Gap Selling Sales Training?** PIC (Problem Identification Chart) is one of the best tools that we, as salespeople, can use to help our customers navigate the buying journey. Really getting to know 5 states of the current state (physical/literal, problems, impact, emotion and root cause) and translating them into the future state is what defines the GAP. Once we know how big the GAP is, everything else becomes much easier. No gap, no sale. **What do you dislike about Gap Selling Sales Training?** One aspect that is missing and that I'd really like to see in this kind of training is to see the applicability of the process across different contract values. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** It's too early to say as I've just completed the training, but I've been using some of the techniques in my discovery process after reading the book, and I've had much higher engagement from my buyers. ### 12. Incredible training...eye opening! **Rating:** 5.0/5.0 stars **Reviewed by:** Kasey M. | Sales Director - Services Market US West, Mid-Market (51-1000 emp.) **Reviewed Date:** November 19, 2020 **Describe the project or task Gap Selling Sales Training helped with:** I thought that my discovery was top notch...but quickly learned that I was missing out on so much. Specifically things that were quantifiable by creating the GAP with my prospects. It was certainly eye opening. That if I would adopt and use the PIC process that I could gain so much more knowledge and create even more value as to why my prospect needs my product/solution. Much different than any other sales training that I've had in my 20+ year career. **What do you like best about Gap Selling Sales Training?** Keenan is direct, encourages participation, and is entertaining to. He doesn't put on a mask when in his training sessions. You can tell that he is who he is. I didn't feel like he was lecturing the entire time either. He asked a lot of questions and I enjoyed the activities as well. It helped to absorb what he was teaching. I definitely walked away feeling smarter, more confident, and know that I can add more value to prospect conversations. **What do you dislike about Gap Selling Sales Training?** I have nothing of value to add here...Keenan knows his stuff and kept the curriculum moving. **Recommendations to others considering Gap Selling Sales Training:** Of all the different sales trainings and methodologies...by far this is the best and most applicable. The other stuff was either really cheesy, encouraged lying or manipulation. This was straight forward and helps to create the best value for you and for the client. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Our sales organization just went through the training - so I haven't been able to fully embrace it just yet. However I know that our company is going to continue to practice the PIC and I want to become an expert on it...so it just flows without even having to think about what question or comment comes next. ### 13. Interactive & thought provoking .... Keeping it real **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** December 03, 2020 **Describe the project or task Gap Selling Sales Training helped with:** Learn how to ask the right questions around the top 10 business problems organizations face today guiding your prospect to an obvious YES on buying your product. There was a lot of great content and definitely took away some tips on what not to do and always do. Keenan made sure people were all involved and engaged. Lot's of examples and exercises took place to practice. **What do you like best about Gap Selling Sales Training?** Keenan's high energy and ability to get people thinking more. Loved his analogies/live examples to help people understand better about whatever he was teaching. **What do you dislike about Gap Selling Sales Training?** less or no Fucks.... i don't care who you are it's just doesn't mix with business. It's unprofessional. Just because you can, doesn't mean you should. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** don't focus on the product - the business problems are what matters and how you can create a line of questioning to guide the prospect to a sale. How big is the GAP? Have you created enough urgency with your prospect? Budget shouldn't be a qualifier - that was an eye opener and opposite from what we've been taught. Un-doing alot of behaviors is going to take time but worth the investment. ### 14. Gap Selling Live Training HIGHLY Recommended **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** March 10, 2020 **Describe the project or task Gap Selling Sales Training helped with:** First off, if you are not willing to take an honest look at how you have been selling, Kenan may not be for you. But if you are open to getting better, you'll be hard pressed to find a more straightforward methodology for helping your prospects identify the true cost of the status quo, and the implications of the solution you propose - or sometimes more importantly, of doing nothing at all. No more wondering if they'll get a real ROI on your solution. Together you determine the real costs the real return you can provide. When the gap is big enough, their decision becomes clear. When it's not, you both know it and can move on. **What do you like best about Gap Selling Sales Training?** With 20+ years of technology sales, the first embarrassing admission I had to make was how lax my sales process had become. Very product focused rather than focused on the prospect's real business and technical problems. But with practice, you start to recognize the problems where you can have the biggest impact on your prospect's business - and how to help them quantify both where they are today and where they can be. **What do you dislike about Gap Selling Sales Training?** Taking an honest look at yourself is a humbling endeavor, And changing ingrained habits is taking renewed attention and focus. But the most striking change is the relief I hear from the prospect when the conversation stays centered on them, their problems and the goals they want to achieve. **Recommendations to others considering Gap Selling Sales Training:** Engage with the Gap Selling team. You'll get first hand experience of how your prospects will feel when your conversation stays focused on them. And how different it is from every other conversation you've had with a sales person before. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Our company offers SaaS solution to a fast growing industry. The prospect's organization is growing at a furious pace, and at times they are not even sure where their business stands today. But they know cracks are forming, and people are working harder and harder to keep up. Gap Selling Sales Training helps us show them where those problems are, and how it's leading to a lower quality of service provided, lost revenue, high employee turnover, and exploding administrative staff costs. From their it's a simple conversation about whether the tangible improvement to their business that we can provide is large enough to undertake the change today. The prospects have said that for the first time they feel like a salesman actually listened to what they said - instead of just waiting for them to stop talking so they could start pitching. ### 15. Effective and Entertaining - Implementing Gap Selling **Rating:** 5.0/5.0 stars **Reviewed by:** Shane P. | Mid-Market (51-1000 emp.) **Reviewed Date:** March 18, 2020 **Describe the project or task Gap Selling Sales Training helped with:** We rolled out Gap selling at the end of 2019 and Keenan came on site to help kick us off. It's something everyone was able to embrace and get excited about, and wasn't just the standard boring training information that is forgotten a few days later. **What do you like best about Gap Selling Sales Training?** While the training was extremely engaging and entertaining, there was a lot of easily digestible content to easily apply to our specific roles. This is something that helps us elevate our conversations and approach our clients with a much better consultative approach. Keenan got me thinking of different ways to approach every unique situation and better understand how to control and forecast our deals. **What do you dislike about Gap Selling Sales Training?** There was nothing to dislike about this training **What problems is Gap Selling Sales Training solving and how is that benefiting you?** The most important thing is the fact that we can understand the actual reasons WHY a client would be buying. Lots of problems are the same, realizing the impact of those problems is always different. ### 16. I'm glad my Sales Training started with Gap Selling!!! **Rating:** 5.0/5.0 stars **Reviewed by:** Melanie H. | Content Specialist, Mid-Market (51-1000 emp.) **Reviewed Date:** March 17, 2020 **Describe the project or task Gap Selling Sales Training helped with:** My company hired Keenan to do a few all-day training sessions with our sales team. Our goal is to become skilled, gap salespeople! The whole process of discovering our customers/prospects' current state to define the gaps between it and their desired future state needs to become second nature to our team. Our goal is to get so skilled at defining customers' problems and the impacts of those problems that we'll create a customer base of satisfied customers who are with our company because we truly do solve their problems. I am not in this industry by mistake or chance. I have always been passionate about serving the autism community and have put a great deal of work into finding where I fit in when it comes to the web of people that make up this field. When I first started working in and with the autism community over 10 years ago I would have never imagined I'd work in a sales job. I am so grateful that shortly after I found myself in sales that Gap Selling was thrown in my lap. My personal goal is to get so skilled at gap selling in this field that my deals not only help my organization gain more customers but to teach my customers how to analyze their business more effectively. If our customers are being smart business people they will have more resources available to help the people who need it the most. Win-Win-Win! **What do you like best about Gap Selling Sales Training?** I am a big fan of Keenan's blunt nature and straightforward style of communication. I don't learn well when people sugar coat things or sugar foot when I need corrections. He's blunt AND he is patient and caring. It's all in good fun and way more effective than the annoying sandwich method of giving feedback. In addition to liking Keenan in person, I do really like the fact that GAP selling is about helping people solve real problems. It takes the sleazy, gross parts out of sales. **What do you dislike about Gap Selling Sales Training?** I only had a few days to read the book before our 1st training session so I bought the audiobook. The loud, high energy for hours straight was a bit much. Keenan is loud and high energy. It's not an insult. It's the truth. I caught myself feeling a level 10 anxiety by the time I'd turn the book off. If you ONLY are going to ever listen to the book and you're a snowflake like me who's sensitive to loud - high energy noise you might need to break the book up into 12, 30-minute listening sessions. Also, as I told Keenan during our first training, I think the book could use a few non-sport related analogies. ;) **Recommendations to others considering Gap Selling Sales Training:** Do it. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** In the past (when I worked alongside a sales team with no sales training myself) I witnessed other sales approaches put customers on the defensive. Those deals were painful and often times a product was forced to fit versus using gap selling, which aims to prove a well-suited fit. It's important to find customers who are a good fit so you have satisfied customers! The benefit of learning gap selling is that it makes the sales process much more objective and the conversations between salespeople and customers are more natural. ### 17. A Modern Sales Training **Rating:** 5.0/5.0 stars **Reviewed by:** Leslie N. | Small-Business (50 or fewer emp.) **Reviewed Date:** March 17, 2020 **Describe the project or task Gap Selling Sales Training helped with:** Gap Selling has significantly impacted my sales calls, if not only helping me to become more problem-centric versus product but also asking thought-provoking questions around my prospect's current state. In the words of Keenan " Getting out of thinking I have something to sell but I have something to discover." **What do you like best about Gap Selling Sales Training?** I love how Keenan is really engaged with learning our specific industry and getting to know our industry's unique problems. This training is relatable and 100% all-in engaged. With taking on this methodology or training you can certainly change your mindset about living more in the prospect's world versus you and what you have to sell. It takes practice but once you have that "Ah Ha moment" gap can change up your results and efforts. **What do you dislike about Gap Selling Sales Training?** There isn't anything I dislike about this training - Other than I wish we could do this once a month! You definitely have to be okay with checking your ego and doing some honest evaluation of yourself or Keenan will point that out. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** My team is better equipped to uncover the current state and what impacts are most valuable to our prospects. We're focused on finding those business problems and highlighting them for an AE to dig into more. Content creation- making it more problem-centric and utilizing those tools to get meetings booked, being less scripted and going with the flow of the conversation. As well as truly making our prospects feel heard when they come to us, as a SaaS organization that sets us apart from the competition. ### 18. Top Notch Training! **Rating:** 5.0/5.0 stars **Reviewed by:** Sean B. | Northeast Sales manager, Mid-Market (51-1000 emp.) **Reviewed Date:** March 10, 2020 **Describe the project or task Gap Selling Sales Training helped with:** Gap selling has helped me focus on asking not only better questions but also deeper questions that have enabled me to reduce my sales cycle. If you are looking to become a better sales professional, Gap Selling training is a must! **What do you like best about Gap Selling Sales Training?** If you learn to ask the right questions, it will uncover your prospect's problem/problems on the first call instead of wasting time having multiple calls. It also decreases the chance a prospect will disappear. It's really been life-changing for me. **What do you dislike about Gap Selling Sales Training?** Its very challenging! This is not something you can do once and master. You need to work on this every day and read and re-read the book. It's not for someone that is looking for a "quick fix" **Recommendations to others considering Gap Selling Sales Training:** If you want to be a better sales professional, Gap Selling training is a must! **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Shorten sales cycle More attentive prospects less disappearing Total control of sales process Increased income by 2x so far ### 19. Gap Selling Training - Live and in Person **Rating:** 5.0/5.0 stars **Reviewed by:** George H. | Small-Business (50 or fewer emp.) **Reviewed Date:** March 05, 2020 **Describe the project or task Gap Selling Sales Training helped with:** Sales Training & Sales Coaching As an early adopter, continue on my journey of learning while helping to elevate my abilities of Gap Selling principles towards mastery. **What do you like best about Gap Selling Sales Training?** Content - amazing Interaction with like minded Gap Sellers - amazing Unbridled passion and enthusiasm of Keenan - off the charts **What do you dislike about Gap Selling Sales Training?** I don't want to sound trite but there are none! Ok, on second thought, a possible downside is if you don't come with an open mind and willing to dispel myths and declutter what you already know from prior sales trainings, you'll definitely miss out on what you can gain from this training. **Recommendations to others considering Gap Selling Sales Training:** If you're an individual contributor in sales, or a sales leader, you owe it to yourself, then your company to learn about Gap Selling. As a student of many sales programs over the years, this challenges perceived conventional wisdom. If you want you and your sales team to EXCEL, then invest the time to learn about Gap Selling. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** It's not about "you or your product" Check you ego in at the door - be your authentic self and true to your own self-awareness It's all about the client OUTCOMES Problem, problem, and more problem is key - #problemcentricselling Problem identification is vital to discovery A problem is only a problem if it has a "negative impact" to the client The bigger the problem, the bigger the gap No problem, no sale Influence change to elevate sales acumen and client outcomes ### 20. I'd do this once a month if I could **Rating:** 5.0/5.0 stars **Reviewed by:** Olivia P. | Small-Business (50 or fewer emp.) **Reviewed Date:** February 20, 2020 **Describe the project or task Gap Selling Sales Training helped with:** Problem-centric selling. Instead of chasing customers around and trying to create a need for your product, you act as a business consultant that helps them find and define the problems that YOU can help them with - if done right, it quickly aligns the timeline, budget, and willingness to purchase your solution. I would take a refresher on all of this at least once a month if I could... it's easy to get caught going back to old strategies and mixing them up - but a few key triggers will help me stay focused on finding and solving customer problems. **What do you like best about Gap Selling Sales Training?** The facilitator (Keenan) was incredibly engaging and knowledgeable and could answer every question and scenario we threw at him. **What do you dislike about Gap Selling Sales Training?** Personally, there was nothing I disliked - however I think some of my colleagues may have been surprised by his intense (and very engaging) delivery style. Make sure your team knows to check ego at the door, be willing to listen to new information, and realize that much of their background/training/previous experience might be challenged! **Recommendations to others considering Gap Selling Sales Training:** This training is amazing. Your team will benefit from the fresh perspective on how to ACTUALLY help your customers solve their problems. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Ability to align interests with clients more closely, better ability to have an effective discovery call, learned how to ask better questions and listen better. ### 21. Simple yet Challenging **Rating:** 5.0/5.0 stars **Reviewed by:** Michael V. | Account Executive, Mid-Market (51-1000 emp.) **Reviewed Date:** March 10, 2020 **Describe the project or task Gap Selling Sales Training helped with:** We had Gap Sales Training for our entire sales dept to improve our selling techniques **What do you like best about Gap Selling Sales Training?** Keenan was great at challenging us and making sure we knew what problems we were actually solving. I learned a lot and it changed the way I've approached sales ever since. It's a tool that I'm continuously sharpening. **What do you dislike about Gap Selling Sales Training?** Nothing. Just wish we had more time with Keenan. **Recommendations to others considering Gap Selling Sales Training:** Come in with an open mind **What problems is Gap Selling Sales Training solving and how is that benefiting you?** We understand our customer base better by asking business problems rather than just trying to solve technical questions. It's help me better understand how our product can actually solve real world problems for our clients. ### 22. No nonsense sales training **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Industrial Automation | Mid-Market (51-1000 emp.) **Reviewed Date:** June 29, 2020 **Describe the project or task Gap Selling Sales Training helped with:** We hired the Gap Selling team to teach us more about identifying opportunity and better win ratios. **What do you like best about Gap Selling Sales Training?** Keenan is very entertaining and doesn't hold back. He pushes you to apply the skills in the training. **What do you dislike about Gap Selling Sales Training?** There is some "homework" that could be assigned before training starts. I feel this would keep the presentation moving. **Recommendations to others considering Gap Selling Sales Training:** Read the book. Go to the website and YouTube channel. Lots of free material. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Opened our sales teams eyes to a new way to think about an opportunity. ### 23. GAP selling training **Rating:** 5.0/5.0 stars **Reviewed by:** Richard B. | Managing Director, West Coast Sales , Mid-Market (51-1000 emp.) **Reviewed Date:** November 25, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Keenan and his team rolled out the GAP Selling philosophy and framework to our entire sales organization. We needed a common language to train around and conceptualize the sales process to our reps. **What do you like best about Gap Selling Sales Training?** The concept of GAP selling aligns with our historic sales process. However, the package of the book, and deeper learning/reinforcement by Keenan himself has allowed us to extract much more performance from the existing talent, systems and protocols we have in place. **What do you dislike about Gap Selling Sales Training?** There is only one Keenan. It would be great if there were online training materials. **Recommendations to others considering Gap Selling Sales Training:** Any sales org which is tasked with identifying, engaging and closing a sophisticated clientele will find benefit from the GAP selling training. If you need a simple course correct or complete rebuild of your sales training Keenan and GAP selling will move the needle. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** We are seeking to improve the average close ratio across our global sales org. We have already seen an uptick in rep engagement and enthusiasm for the new framework. ### 24. Fantastic experience for our Sales Team **Rating:** 5.0/5.0 stars **Reviewed by:** Mark C. | SVP Sales, Mid-Market (51-1000 emp.) **Reviewed Date:** October 22, 2019 **Describe the project or task Gap Selling Sales Training helped with:** GAP Selling puts a structure and a mindset in place to enable a forward-thinking sales org to truly operationalize a next-generation sales methodology. GAP Selling forces reps to put their clients in the center of the equation and be patient to dig out their technical and business problems. This will help us take our business to the next level. **What do you like best about Gap Selling Sales Training?** The GAP Selling methodology is all-encompassing and will become a mindset over time. Right from the moment a prospect is identified my team is trying to discover the problems, not feature dump. This is how we had to evolve and the whole team had to be onboard, hence our SDR's, AE's, SE's and Leadership Team all went through the training. **What do you dislike about Gap Selling Sales Training?** There is nothing to dislike. Our team immediately bought into the value of GAP Selling and were genuinely excited. **Recommendations to others considering Gap Selling Sales Training:** Make sure you conduct a book review as a team before GAP Selling training. This will not only build excitement but enable the training to land on the day. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Our reps are better equipped to have business conversations with our clients rather than focussing on product. This is a key evolution for our entire organization. ### 25. Great concept and will open up long term business agreements **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Financial Services | Mid-Market (51-1000 emp.) **Reviewed Date:** March 09, 2020 **Describe the project or task Gap Selling Sales Training helped with:** I am an account manager working with existing businesses in a Saas company. Gap Selling well allow me to create long lasting commitments from clients as i will be able to establish problems and tailor my approach to there problem (there gap) so that they achieve their desired future state **What do you like best about Gap Selling Sales Training?** Credibility over likability, the key to a sale isnt about your clients liking you, but you giving them a solution **What do you dislike about Gap Selling Sales Training?** no real dislikes, but understanding that there are circumstances that gap selling is hard to do due to lack of communication from clients **Recommendations to others considering Gap Selling Sales Training:** 100% do this training, you will take tons of tips away that will be embedded into your day to day activities **What problems is Gap Selling Sales Training solving and how is that benefiting you?** long lasting relationship ### 26. Exceeded my expectations! **Rating:** 5.0/5.0 stars **Reviewed by:** Andrew M. | National Sales Manager, Mid-Market (51-1000 emp.) **Reviewed Date:** March 06, 2020 **Describe the project or task Gap Selling Sales Training helped with:** I read the book GAP selling with my sales team, which was a good start, but the course was very helpful in how to implement the book knowledge. **What do you like best about Gap Selling Sales Training?** Keenan has a high energy, interactive way of keeping everyone engaged. **What do you dislike about Gap Selling Sales Training?** I do not have any dislikes regarding the course **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Anyone can be they typical low value sales rep company. It takes work and practice to be exceptional and add value! ### 27. Okay book. Terrible training. **Rating:** 0.5/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** February 13, 2020 **Describe the project or task Gap Selling Sales Training helped with:** Its a good book. But the training didn't help at all because Keenan was unbearable to work with. **What do you like best about Gap Selling Sales Training?** The examples he used from the book were easy to relate to business conversations. **What do you dislike about Gap Selling Sales Training?** He was very unprofessional and he didnt understand what we did, or how we could apply his technique to the business we had today. Instead he yelled and screamed at us about how we do things currently, and would call you out and curse at you if you brought up a point he disagrees with. Because of this, I was totally disengaged and didnt participate. **Recommendations to others considering Gap Selling Sales Training:** Get the book. Skip the training. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** No much because of my point above. ### 28. Live Gap Selling w Keenan **Rating:** 5.0/5.0 stars **Reviewed by:** Blake F. | Sr. Account Manager, Mid-Market (51-1000 emp.) **Reviewed Date:** March 06, 2020 **Describe the project or task Gap Selling Sales Training helped with:** PIC, Discovery, qualification **What do you like best about Gap Selling Sales Training?** PIC, Discovery, forces you to think and prepare **What do you dislike about Gap Selling Sales Training?** It's complex, or at least it feels so, in the beginning. You have to be smart, and you have to prepare. **Recommendations to others considering Gap Selling Sales Training:** Commit **What problems is Gap Selling Sales Training solving and how is that benefiting you?** I think totally different now as a result and I have a plan for prospecting, discovery, the entire process ### 29. Not your typical sales training **Rating:** 4.0/5.0 stars **Reviewed by:** Brian K. | Area Sales Manager, Medical Devices, Enterprise (> 1000 emp.) **Reviewed Date:** July 29, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Usually we are so quick to assess the problems of our customers or even worse potential customers as if we are the one's running their business. GAP Selling helped me to cultivate the right questions to ask in order to learn about my customers in a way that identifies problems I can solve. It also helped me qualify leads or disqualify leads and be ok with the out come. I won't be able to solve every problem and that's ok. **What do you like best about Gap Selling Sales Training?** The application to my own business and ideas that were generated out of the conversations. **What do you dislike about Gap Selling Sales Training?** Larger group settings don't allow for the whole training to be completed in a day. **Recommendations to others considering Gap Selling Sales Training:** If you're on the fence, read the free information that is on the blog or buy the book. Your GAP for purchasing the training will grow as you learn more. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Workflow, Lower SKU's, Pricing, business strategy. I am not an order taker. ### 30. Immediately Impactful Sales Methodology! **Rating:** 5.0/5.0 stars **Reviewed by:** Brett L. | Financial Planner, Small-Business (50 or fewer emp.) **Reviewed Date:** July 15, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Gap Selling has transformed our company and my personal approach to selling. We have revised our processes, messaging, and approach based upon the principles and techniques described in Gap Selling. It has already positively impacted our sales pipeline and closes! **What do you like best about Gap Selling Sales Training?** Gap Selling makes you and the customer go on a journey to discover where the true value resides within an opportunity. Whether you are responding to an inquiry or you are creating an opportunity from a cold call, Gap Selling provides a highly-repeatable process to uncover and build momentum around what your product/services can do to directly impact a customer's issues. It's brilliantly simple and creates excitement for both parties! **What do you dislike about Gap Selling Sales Training?** Gap Selling takes coaching and practice. I would like to see a more developed curriculum for organizations to learn it, make it their own program, and be able to teach it to their salesforces. **Recommendations to others considering Gap Selling Sales Training:** We have attended a live training event this year. It was well-structured, interactive, enjoyable, and directly applicable to our current sales opportunities. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** We have both read (and re-read) the book, and have worked directly with Keenan as a coach. He has really helped us get beyond a lot of the misconceptions about how to generate excitement and move deals toward closure. We really feel like we are creating a repeatable process to qualify and drive legitimate opportunities toward a long-term client/customer relationship. ### 31. Gap Selling Training - Still Using it 13 Months After **Rating:** 5.0/5.0 stars **Reviewed by:** Mike D. | VP of Sales, Small-Business (50 or fewer emp.) **Reviewed Date:** July 09, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Keenan came in for a one-day training for the sales and account management teams. It was before the release of his Gap Selling book and it's changed the way we think about sales at TaskRay **What do you like best about Gap Selling Sales Training?** The problem and impact focused approach. Your job as a seller is to be in conversations that you and the buyer agree that your company can solve a problem for them....we all know that. What Gap Selling does is focus you on helping the buyer uncover new, semi-related impacts that other similar buyers are experiencing. **What do you dislike about Gap Selling Sales Training?** Not a whole heck of a lot. He prepped well and did some follow-up to ensure it landed. **Recommendations to others considering Gap Selling Sales Training:** Complete the Problem - Impact - Root Cause work ahead of the session and spend time with Keenan to review in detail first. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** The team has improved discovery skills overall and the one standout metric is ASP has increased by 48% since the training. ### 32. Gap Selling is a MUST for all sales professionals **Rating:** 5.0/5.0 stars **Reviewed by:** Nadine D. | SDR, Mid-Market (51-1000 emp.) **Reviewed Date:** July 09, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Gap Selling was brought in to give us more knowledge on how to start a journey with prospects and encourage them to continue it with us. **What do you like best about Gap Selling Sales Training?** The most helpful thing about Gap Selling is how it is adapted to our specific case and how we were given the tools to tackle our own specific roadblocks in terms of our pipeline. It's great for all professionals including if you are just starting out in your sales career. There were great suggestions on how to go about solving certain issues. A great part of it also is that we are able to continue to communicate and have the option to share within a community anything that we come across that we may need further guidance on. **What do you dislike about Gap Selling Sales Training?** I honestly can't find fault with the training. It was completely adapted to each different role in the sales process to set us up for success as a team. **Recommendations to others considering Gap Selling Sales Training:** Keenan has an amazing way of imparting information and going step-by-step that allows you to really own the methodology for yourself. He gives you everything you need to implement it, with the training itself being highly enjoyable and interactive. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Many - one being that Gap Selling allows us to identify and communicate at a deeper level the issues that we solve for prospects and in the process, we're also learning more about how we add value and can add further value. ### 33. Sales Training Day **Rating:** 5.0/5.0 stars **Reviewed by:** Tom P. | Business Development , Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** We were given a day training by Keenan and it was incredibly helpful to increase our efficiency when selling and having better conversations. **What do you like best about Gap Selling Sales Training?** Keenan is to the point and can back it up, I don't like sales trainers a lot of the time, they seem to regurgitate the same thing but just with a different twist, Keenan has a fresh approach **What do you dislike about Gap Selling Sales Training?** Nothing really, it was a long training day so that was about it. **Recommendations to others considering Gap Selling Sales Training:** Read the book, if it works with your organisation, don't even hesitate. Be prepared to really change the way you work for the better, Keenan will be able to help you I guarantee. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** It has given me a new understanding about how the clients are buying and actually to dig a lot deeper. I have never had a sales training that has been able to genuinely positively effect my career in such a way. I feel like right now I have only been able to implement around 40% but it has already changed the way I work. ### 34. Highly Impactful - Gap Selling Just Makes Sense! **Rating:** 5.0/5.0 stars **Reviewed by:** Tameika C. | Sales, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Our sales organization adopted the Gap Selling methodology, and then were fortunate enough to participate in a full training day with Keenan. We've applied Gap Selling to all aspects of our sales process, from prospecting emails and calls, to qualifying opportunities, to negotiations. We honed our Gap Selling skills during the training session with Keenan, and the impact has been tremendous - we are building a stronger pipeline, we are able to hold firm on pricing, and we are armed with the necessary techniques to push deals to close won. **What do you like best about Gap Selling Sales Training?** Keenan's training sessions are high energy, engaging, insightful and tailored to my company's industry / prospects / process. The session was not just an overview of the content in the book, but it brought the concepts from the book to life. In my opinion, the live sessions with Keenan are mandatory and will absolutely change the way you sell for the rest of your sales career. **What do you dislike about Gap Selling Sales Training?** There are no downsides to implementing Gap Selling. The one-on-one time with Keenan is great - I'd like to take part in progressive, more advanced trainings for the teams that have already adopted Gap Selling. **Recommendations to others considering Gap Selling Sales Training:** I would mandate that the Gap Selling book is read by the team PRIOR to the training with Keenan. It really makes a difference. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Gap Selling allows our sales organization to "speak the same language" when discussing accounts and pipeline. We're able to identify and quantify the GAP, and dedicate effort and focus to the accounts with the largest gaps - the prospects that our company can provide the most value to, and make the biggest impact. The ability to prioritize is huge! ### 35. Gap Selling will change your LIFE! **Rating:** 5.0/5.0 stars **Reviewed by:** Yonnas T. | Senior Solutions Engineer, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** As a Technical Solutions Engineer, Gap Selling was crucial (still is!) to help me understand how to connect business problems to technical problems and how by solving these technical problems will in-turn help solve various business challenges (the GAP). **What do you like best about Gap Selling Sales Training?** The Discovery Phase. Having a successful Discovery is pivotal in ensuring the sales journey is headed in the right direction (Closed-Won) but is beneficial for the prospect/customer as well. This is where you make or break the sale...the grind to truly understand intrinsic motivations and desired outcomes and how you can help satisfy them. Everyone Wins! **What do you dislike about Gap Selling Sales Training?** Hmmmm...can't think of anything I dislike about it. **Recommendations to others considering Gap Selling Sales Training:** If you're considering a bulletproof method in educating your sales team and you really want to help them grow professionally (not to mention boost your bottom line), JUST DO IT! There's a ton of imitators out there but only one Keenan. This man preaches the truth...practical, results-oriented truth! **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Having a solid framework! Every aspect of the sale is broken down into specific phases which prepares you for every possible situation. By having the steps broken down, there's a great deal of confidence from knowing what to expect and how to approach every situation (from the types of discovery questions to having a kickass demo). ### 36. Great Training for Growing SDR Teams **Rating:** 5.0/5.0 stars **Reviewed by:** Brian Q. | SDR (Sales Development Representative), Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Gap Selling Training helped our team better engage and understand how buyers think and what motivates them to buy. Although simple, many salespeople rush to speak about their value and what they bring to the table without understanding the value and motivations that brought the prospect to speak to us in the first place. This training really levels with your team and forces us to go through the proper process for a successful sale. **What do you like best about Gap Selling Sales Training?** I enjoyed the real life examples and analogies that made it easier to grasp. I also liked the worksheets/exercises available in the book. **What do you dislike about Gap Selling Sales Training?** Adding to my previous comment, I believe more on-going training after the initial training relating to our current role would be beneficial. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** We are solving for staying a head of the sale curve - making sure we are understanding our prospect's motives and being able to monetize the value they are looking for. ### 37. Gap Selling Sales Training - Valuable and insightful experience **Rating:** 5.0/5.0 stars **Reviewed by:** Jillian H. | Sales Development Representative , Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Gap Selling Sales training changed the way I view my deals and provided clarity on why I chose a career in sales: Because I love problem-solving. As Keenan made it known, if we can't diagnose our prospects' & customers' challenges, there is no sale. Everyday I reference the lessons Keenan taught me during this training, and it has ultimately made significant impacts when driving sales through the funnel. **What do you like best about Gap Selling Sales Training?** I liked how engaging Keenan was during our training. He kept everyone on their toes and really pushed us to think critically about the GAP Selling method and how we can apply it to the deals we're working. **What do you dislike about Gap Selling Sales Training?** There is nothing I disliked about the training in particular. However, I wish there were more exercises Keenan could give us to do post-training in order to make sure we all continue to effectively apply the GAP Selling method. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** The training has made significant impacts on our meetings - The questions are better, conversations are more meaningful, insights are deeper, more problems are uncovered, and the overall value is higher. It also gives us a significant advantage when negotiating deals. ### 38. I'd rather train w/ Keenan than go back to College **Rating:** 5.0/5.0 stars **Reviewed by:** Alex G. | SDR, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** It helped our team take a more human approach to sales. Rather than focusing on our own glories and value props, we focused in on the customers problems, which enables us to be perceived as more trusted advisers, to build more rapport and credibility. **What do you like best about Gap Selling Sales Training?** The hands on, in your face, lets really get this right type of training method. It was not sugar coated and it was not easy - it was a wake up call that really allowed me (hopefully the rest of the team) to really reflect and understand what it must be like as these prospects who get bombarded by sales people who only talk about how great their products and services are. **What do you dislike about Gap Selling Sales Training?** You have to be careful and make sure you extract everything from the book that fits within our organization. **Recommendations to others considering Gap Selling Sales Training:** Make sure your entire team is awake and ready to go once the training starts! This is not the type of training you should drag into before having your coffee. Be ready to go once the training starts so everyone is dialed in and can absorb as much as possible from the training. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** GAP selling training does not only apply to our jobs, but also in real life. A problem centric approach can be adapted across various aspects of life. ### 39. Completely revolutionized the way I approached my sales interactions! **Rating:** 5.0/5.0 stars **Reviewed by:** Bryan O. | SDR Manager / Account Executive, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** This training completely re-framed how I research accounts, complete discovery, and managed my interactions with prospects. It helped our entire team to engage more effectively with our prospects. **What do you like best about Gap Selling Sales Training?** The best part of GAP selling training was was Keenan. He tied his book together with live examples that we described from our personal experience. The practical application of his simplistic methods truly resonated with our entire team. The training solidified the information in the book. It was excellent and exciting. 8 hours into training and everyone was energetic and participating. He has a true talent that our entire team/co. benefited from. **What do you dislike about Gap Selling Sales Training?** Honestly, nothing. This was the most surprising aspect of all. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Sales Training: simply all around more efficient and effective performance from my entire team. We are closing more deals than before due to this training. This training also altered the portfolio of candidates we hire now and in the future. We are building our training around this methodology. ### 40. Game changer - you need to do this training! **Rating:** 5.0/5.0 stars **Reviewed by:** Triana P. | SDR, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Gap Selling helped the whole team switch from a product-centric sales process to a customer-centric strategy. Those type of changes in a sales team are never easy, Gap Selling is a definitive guide for us and helps us focus on the right issues to make a real sale and help our prospects and customers. **What do you like best about Gap Selling Sales Training?** The training was very dynamic and based on practices and examples on the accounts we were working on at the moment. It made us really put the Gap Selling methodology into practice and helped us realize the difference we could make in our sales by focusing on what matteres for our prospects. **What do you dislike about Gap Selling Sales Training?** Cannot find a single thing I didn´t like in the Gap Selling training. Everything was customized to us and well adapted to what we needed to learn. **Recommendations to others considering Gap Selling Sales Training:** Don´t doubt it for a second: this training will help your whole team (not only Sales) to make real sales and to improve performance. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** -Sales methodology: you need to be customer-centric. As Keenan says ¨no one gives a shit about your product!¨. -Process in place for SDR reseach, easing the way for our AEs to continue working on the accounts at later stages. -Finding out the right information to help our prospects and move the deals forward creating urgency. -Finding out business problems in our prospect´s companies, not selling to the need leads you to helping your customers improve their business performance. -Differentiating ourselves from competitors in our industry: no one else is looking to solve our customers problems. We are analizing their situation and helping them identify the best way to achieve the results they need. ### 41. Excellent training! Totally recommended **Rating:** 5.0/5.0 stars **Reviewed by:** Pablo B. | Solutions Engineer, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** It helped with our sale process. We used to focus on our product (SaaS) and its features instead of the business impact those problems have. Now we have pivoted and the results are starting to come. **What do you like best about Gap Selling Sales Training?** Keenan. He is a world-class communicator and got our attention for 8h+ with a very little break. The exercises he presents to the audience really helped to get everyone focused on the training. **What do you dislike about Gap Selling Sales Training?** I wish it was longer. We were a big group taking the training all at once and even though almost everyone had a chance to interact with Keenan - it would have been good to have some more time to do some follow-up. **Recommendations to others considering Gap Selling Sales Training:** Book it quickly. I have the feeling that it's going to become very popular very soon. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** In Europe we have been dealing with a lot of push back - our technology (SaaS) is very disruptive in the way European companies have been working for a long time so it hasn't been easy. We were able to get a lot of people on board pitching product and features but once the project was evaluated by the business we struggled. GAP Selling helped to understand that our process wasn't correct not because the information we were providing wasn't valuable but because it didn't help to connect the problems we are solving with the impact these problems have today. Unlike SPIN Selling, GAP Selling really focuses on the business impact which has plenty of benefits like being able to create urgency that really helps to shorten sales cycles. ### 42. Game changing **Rating:** 5.0/5.0 stars **Reviewed by:** Maxence d. | Sales Development Representative, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** It helped me better understand how to analyze the gap and its impact a company might have, and the best way to make the prospect acknowledge they have a problem and need a solution for it **What do you like best about Gap Selling Sales Training?** the techniques and strategy to question prospects, to the point where they realize by themselves they have bigger problems that what they initially thought **What do you dislike about Gap Selling Sales Training?** that is mainly focused for B2B, I would definitely like to know how the same GAP selling approach could be targeted for B2C companies and direct customers **Recommendations to others considering Gap Selling Sales Training:** totally worth it, Keenan goes straight to the point, no BS -just real value and how to apply it at work **What problems is Gap Selling Sales Training solving and how is that benefiting you?** I learned how to do a complete analysis on companies, from A to Z, learning about their Go-To-Market strategies, how they engage customers and overall business strategy, and how to find problems in their current situation that need to be solved. Thanks to this I've been able to engage in meaningful conversations with Directors and C-Level executives that will lead to closing more deals ### 43. The Real Deal! **Rating:** 5.0/5.0 stars **Reviewed by:** Scott M. | Business Solutions Manager, Medical Devices, Mid-Market (51-1000 emp.) **Reviewed Date:** July 30, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Keenan's sales training completely changes the conversation from "features and benefits" to solving business problems. After his training, you want to ask more questions to understand their business rather than telling them about your products or services. As you begin to apply Keenan's principle of real discovery, you will start to create a demand for your solution. Your entire sales approach will start to become more proactive instead of reactive. Ultimately, you will begin to think more like a business analyst. **What do you like best about Gap Selling Sales Training?** The focus on discovery! Resisting the urge to address the first "problem" is critical to finding the "real problem." **What do you dislike about Gap Selling Sales Training?** The biggest downside of Gap Training is that you will realize how many opportunities you have missed by not finding and providing a solution to the real problem. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Helping me to understand how deep you can go with discovery. ### 44. Gap Selling Training helped me take that next step in my career **Rating:** 5.0/5.0 stars **Reviewed by:** Austin P. | Account Executive, Mid-Market (51-1000 emp.) **Reviewed Date:** July 07, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Gap Selling started helping me to land large complex sales. I went from being able to handle deals averaging around $25,000 to deals averaging around $150,000 in a short amount of time. Gap Selling helped me start to build out a framework for the information I should be gathering during calls with prospective and current clients. **What do you like best about Gap Selling Sales Training?** Keenan does not sugar coat things or stop pushing you to learn just because you don't get it at first. And once you start to get it he will continue to push you further. **What do you dislike about Gap Selling Sales Training?** Becoming a master of gap selling is not easy. This is not something simple that people easily pick up on in the first session. It takes time and effort put in to see results. I don't know that I personally dislike this but I could see people looking for a quick fix and finding this aspect off putting to them. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** The most important is that it has helped me have a response when a potential client declines a sales based on price/budget. It has also provided a framework for early stage discovery and identifying how my product can provide real value to a client. ### 45. Gap Selling Review - JH **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Financial Services | Mid-Market (51-1000 emp.) **Reviewed Date:** February 19, 2020 **Describe the project or task Gap Selling Sales Training helped with:** Understanding how to really dig deep into the discovery process and uncover prospects problems and the impact those problems will have on their organization. **What do you like best about Gap Selling Sales Training?** How interactive Keenas was with everyone. It made the conversation very inviting and encouraged everyone to participate. **What do you dislike about Gap Selling Sales Training?** No dislikes to take away from the training. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Truly getting to know my prospects needs and problems, what's causing those problems, and what the impact will be on them if they don't fix them. ### 46. Fresh and disruptive **Rating:** 5.0/5.0 stars **Reviewed by:** Thomas C. | SDR, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** The training helped the whole Go to market team, from prospecting until signing. The purpose was clear: moving from a product-centric approach to a problem/gap one. **What do you like best about Gap Selling Sales Training?** What this training made me realize is that Gap selling method can be used in every kind of situation/prospect. It is not just about a few tips that can help you improve, but about adopting a new mindset in every stage of the sales process. **What do you dislike about Gap Selling Sales Training?** Nothing special. The only hard part is getting to understand that the methodology can be applicable to every kind of situation. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** My discovery calls are way more efficient. No need anymore to talk about all the features that our solution offers: when focusing on the gap, I focus on what really matters to the prospect. ### 47. Not your typical sales training **Rating:** 5.0/5.0 stars **Reviewed by:** Patrick R. | Enterprise Account Executive, Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Keenan ran a one day workshop for our sales team. The GAP Selling exercises focused on discovery, identifying the GAP, and focusing on the next Yes. His workshop helped our team execute better on our initial meetings and engagement thereafter. **What do you like best about Gap Selling Sales Training?** Keenan's energy, style, and new perspective on how to drive the sales process keeps you engaged as you consume a ton of great information. **What do you dislike about Gap Selling Sales Training?** A ton of information to consume in one day. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** A lack of truly understanding our target accounts business problems and relaying the value we provide. We can now more effectively and efficiently communicate value to our prospects. Additionally, GAP selling has helped us identify opportunities where the gap is not big enough for us to continue. ### 48. Gap Selling is what your customers want! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Small-Business (50 or fewer emp.) **Reviewed Date:** July 20, 2019 **Describe the project or task Gap Selling Sales Training helped with:** We wanted Gap Selling Training to help us improve our sales process and put in a reliable and predictable growth plan. **What do you like best about Gap Selling Sales Training?** Gap Selling was consistent with our philosophy of solving the customer problem. Gap Selling's success is based on placing the customer's need first. So our customers like that as we go through the busying journey with them. The processes and methodology reinforces the focus on the customer at every step versus focus on product or feature selling. It defines clear steps and correct behavior that aligns with the customer. It creates a path for efficient sales effort towards clear progress versus just needless motion. It makes your pipeline predictable. **What do you dislike about Gap Selling Sales Training?** No dislikes, but be prepared that realignment to Gap Selling may take a few tries from comprehension to implementation. That's okay, because you will see the impact at each step. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** We were able to arrive a well defined sales process. We were able to clearly define criteria to select and hire the right salespersons. We were able to create an onboarding and coaching process that would help ensure their success. ### 49. Gap Selling **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Gap selling helped me move away from product-centric selling to problem centric. **What do you like best about Gap Selling Sales Training?** I like how straight to the point and blunt the book is. I also liked the email comparison examples in the book. It gave me much better insight into what someone is thinking when they read a sales email. **What do you dislike about Gap Selling Sales Training?** The book and the language was a little difficult to wrap my head around at first, it felt like the chapters jumped around in the beginning. **Recommendations to others considering Gap Selling Sales Training:** Do it **What problems is Gap Selling Sales Training solving and how is that benefiting you?** I have realized a big benefit from GAP selling is knowing that you can find a business gap that will resonate with someone in the company as long as I can articulate my point well. ### 50. Great experience! The gap has been found! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** July 08, 2019 **Describe the project or task Gap Selling Sales Training helped with:** Gap Selling has helped me master speaking with the customer and how to identify the gap between his/her current state and future state. Once the gap's been identified, I'm better able to strategize with my team and close the deal. **What do you like best about Gap Selling Sales Training?** Keenan's book took all of the preconceived myths and notions I had about sales and kicked them to the curb! This ain't your daddy's sales book! **What do you dislike about Gap Selling Sales Training?** Gap selling is not a book for someone set in their ways, if you can't adapt to the changing times we live in, you're going to fail. Keenan's approach is one of tough love, much like my high school coach, if you can't take the reality of what he's serving up... sales might not be for you. **What problems is Gap Selling Sales Training solving and how is that benefiting you?** Keenan's training has helped me better understand the customers needs and how best to solve them. My previous ideas about qualifying opportunities has been dashed and replaced with tried and true, proven strategies for bridging the gap. In my career, I've noticed that the ocean of sales has changed drastically: Keenan's book taught me how to swim. ## Gap Selling Sales Training Discussions - [What is Gap Selling Sales Training used for?](https://www.g2.com/discussions/what-is-gap-selling-sales-training-used-for) - [View Gap Selling Sales Training pricing details and edition comparison](https://www.g2.com/products/gap-selling-sales-training/reviews?section=pricing&secure%5Bexpires_at%5D=2026-05-14+02%3A43%3A48+-0500&secure%5Bsession_id%5D=a604a617-1aba-4f6c-9221-178818e9edd9&secure%5Btoken%5D=634aaa3aed69b2253ab85940c3666a599e4704ec498ea43806307736bfe56b19&format=llm_user) ## Gap Selling Sales Training Features **Planning** - Needs Assessment - Resource Allocation - Stayed within Budget - Statement of Work - Best Practices **Delivery** - Technical Expertise - Met Deadlines - Meeting Management - Project Updates - Scope Management - Roll-out **Team Quality** - Change Management Skills - Executive Presence - Vertical Expertise - Technology Partnerships ## Top Gap Selling Sales Training Alternatives - [Winning by Design](https://www.g2.com/products/winning-by-design/reviews) - 4.8/5.0 (757 reviews) - [JB Sales](https://www.g2.com/products/jb-sales/reviews) - 4.8/5.0 (409 reviews) - [SuccessCOACHING](https://www.g2.com/products/successcoaching/reviews) - 4.6/5.0 (932 reviews)