))
GAP Selling Author: The Traits of Great Salespeople
Manage episode 410437179 series 3521164
Content provided by John Rankins. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by John Rankins or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Join us as Keenan, author of 'Gap Selling', challenges sales norms with insights on problem diagnosis, customer-centric approaches, and recruiting top talent. Discover real-world case studies, tech trends, and the pivotal role of empathy in sales. Don't miss Keenan's key lesson: sales is about helping. Tune in now!
Episode Highlights
“I built The Sales Machine software to empower salespeople and companies, all for the salesperson with rewards, recognition, competition, compensation levels of development so they know what to do, when to do it, and how to do it. And to solve my own problem, because there was a gap in my training and my products and services early on and I needed to close that gap. We were bleeding. We were losing people and I went everywhere.” - John Rankins
"When you pitch something, the general premise of pitching is you're telling somebody what you're going to do for them. Pitching is telling.” - Keenan
“I have four pillars for retaining people. Number one is the environment. Is it a challenging environment? Is it a supportive environment? Number two is relationships. What kind of relationships are there on the teams, within the teams, and between the company and the culture and the people, what relationship? Number three is growth. People grow or die. So if there's no levels of development, then people are gonna hit a wall and sales just become transactional and they're gonna go somewhere else for another paycheck. And beyond that is purposeful. Can they achieve their purpose? Or is your company providing a purpose greater than themselves? Now you got them. And you know what? I've had them for life.” - John Rankins
“I would say there's two things that great salespeople have, average people don't. One, extremely high business acumen or critical thinking skills. Another one is an extremely high level of fearless curiosity. So those are the two.” - Keenan
Connect with Keenan
Website: https://salesgrowth.com/gap-selling-method/
Facebook: https://www.facebook.com/heykeenan/
X: https://twitter.com/keenan?lang=en
LinkedIn: https://www.linkedin.com/in/jimkeenan/
Instagram: https://www.instagram.com/keenan_redplaid/
Connect with John Rankins
Website: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
49 episodes
Share
