Why I Love Gap Selling and What I Do

I'm lucky to do what I love. But nothing gives me more satisfaction and thrill than getting these types of messages.

This one came to me via a DM the other day. I love knowing I'm making a difference.

Keenan,

I will be the first to admit that this note to you might be a bit premature, but I wanted to let you know that your book, Gap Selling, has truly changed my life.

“How?” You might ask.

Well, I had the good fortune to speak to you as part of your interviews for your new book. We had technical difficulties and we were supposed to reschedule. You asked me a really important question about why I was doing the interview? I revealed that I had an ulterior motive in connecting with you and that I connected with you because my husband has been in sales for 25 years. Because of that, you were so kind and sent me your book.

What I didn’t reveal in that conversation is that my husband and I started a new business this year and my husband’s function is sales/bus dev for the company. His success is critical for the company and for our family.

Your book came at the right time. My husband and I were feeling overwhelmed and our vision of our target customer was clouded and broad. After reading your book, we are crystal clear on the market and the target customer that we can truly solve problems for and therefore bring the most value to.

My husband and I have been reading your book religiously and doing the exercises on our own and then discussing our “homework” together every Sunday morning. The activities are great on their own but we really have had some a-ha!moments during our Sunday morning talks.

So the results???

Since we have made the changes to our approach and shifted our focus on how our business can help our customers solve problems, we have gotten more meetings from cold calls and initial emails and have recently closed a large multi site prospect.

This is really just the beginning...what your book has done is rekindled my husband’s love for sales and winning. The best part is that we will be able to show our young son and daughter what it takes to build something from scratch, to be passionate about your dreams and to stick with it!

Keenan, you are unconventional ?? but man, you know your stuff!! This letter is just to let you know that you are an inspiration and thank you for sharing your passion and insights!!

Man, did this make my day.

This, more than any monetary reward, makes all the effort worth it. It's not how much you make, but how many people you help.

Do what you love and help other people. That's the secret to life.