Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

Asking Questions, Preparation, and Gap Selling with Keenan This is an episode that was a long time in the making.  Keenan, author of Gap Selling, and CEO of A Sales Guy Consulting, joins me on the podcast this week.  This is another conversation where you may want to turn the volume down if the kids are around. Keenan is awesome, he cares about the problems he solves, and he helps organizations and sales reps gain a better understanding of how to do this with their customers. We cover a lot of ground, including the fundamentals, Keenan's book, yard work, skiing, and simplifying the process.  Thanks Keenan. Questions Discussed Why do organizations focus on product over the problem? Why do we struggle with questions? How many problems can an organization solve really well? How many problems will you take action on in a given day? How do we help customers reveal problems? Why do we complicate this stuff? Why do we focus on Us instead of the Customer? How can we do better? Why is it important to ask Why? How doe