Gap Selling Training Certification is Here!

It’s here!! We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is. The industry has been ripe for a progressive, forward-thinking selling methodology for years. Most sales methods and trainings are 30-40- and 50 years

Don’t Be A Smelly Sales Person

We just launched a new ad campaign. What do you think? Do you think it paints many of today’s sales people accurately? We had fun putting this together.  

The Best Online Sales Training Ever

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind.  It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences based on each salespersons own experiences and engagement. Our goal was to make Gap Selling Online Training fun,

The Art of Good Sales Questions

Can you see the difference between the two questions in this video? Can you see how they will elicit entirely different responses from the buyer? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? Most of you know how important I believe the discovery process is.  However, it’s not enough to ask questions, you have

The Only Thing That Matters When Cold Calling

Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked.  The key is to establish credibility as someone who can help them as quickly as possible.     Cold calling is about establishing credibility as quickly as possible.

Society is Playing Cat and Mouse with Blacks and The American Dream

  For those of you who follow this blog, you know that every once in awhile I take a break to take on race in this country. There is no better time than now, to do this again. I wrote this during the Furgeson riots and it’s clear nothing has changed. So, I thought I would share it again with a few changes. Considering what’s happening in this country, I wanted to break down for


A sales discovery meeting is by far the most important part of a sales process.  There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it. They get lost in the questions. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale. You

The Last Gap Selling Virtual Training

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild success and its been a blast, but all good things must come

gap selling vs solution selling

The Difference Between Gap Selling and Solutions Selling

Gap Selling has been out for over a year now and one of the most common questions I’m asked is,  how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review, written by the authors of the Challenger Sale.   Here’s the money

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Keenan’s take on your questions

In this weekly video series Keenan himself takes all the questions that you guys ask and breaks them down into what they really mean to him.

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