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Episode 344  |  22:26 min

346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan

Episode 344  |  22:26 min  |  08.27.2019

346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan

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This is a podcast episode titled, 346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan. The summary for this episode is: <p><span style="font-weight: 400;">Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem.</span></p> <p><span style="font-weight: 400;">But far too often when we pitch a client, we lead with the</span> <em><span style= "font-weight: 400;">product,</span></em> <span style= "font-weight: 400;">not the problem … and that’s what we tackled on this episode of the</span> <a href= "https://flipmyfunnel.com/podcast/"><span style= "font-weight: 400;">#FlipMyFunnel podcast</span></a><span style= "font-weight: 400;">.</span></p> <p><br /> <a href="https://www.linkedin.com/in/jimkeenan/"><span style= "font-weight: 400;">Keenan</span></a> <span style= "font-weight: 400;">joined us for an action-packed 20-minute episode all about his sales methodology called</span> <em><span style="font-weight: 400;">Gap Selling</span></em><span style="font-weight: 400;">. He literally wrote the</span> <a href= "https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/1732891001/ref=sr_1_1?keywords=gap+selling&qid=1556294944&s=books&sr=1-1"> <span style="font-weight: 400;">book</span></a> <span style= "font-weight: 400;">on it, and it’s still a best-seller on Amazon, 3 months running.</span></p>

Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem.

But far too often when we pitch a client, we lead with the product, not the problem … and that’s what we tackled on this episode of the #FlipMyFunnel podcast.


Keenan joined us for an action-packed 20-minute episode all about his sales methodology called Gap Selling. He literally wrote the book on it, and it’s still a best-seller on Amazon, 3 months running.

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