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Gap Selling

by Jim Keenan
🎧 15 min listen Marketing & Sales

Stop pitching features. Start selling the distance between where your buyer is and where they want to be.

Key Ideas
Chapter 1 Your product is never the reason someone buys - the gap betw…

Your product is never the reason someone buys - the gap between their pain and their goal is. Most deals are lost in discovery, not the close, because…

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Gap Selling
Most salespeople lose deals before they even start
pitching. They lead with product, skip the problem, and
wonder why buyers ghost them. Gap Selling flips the
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Gap Selling

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