Episode 36 - Identifying Problems, Buying Motivations, and Role Play Scenarios of Connecting with Clients - Keenan

Our guest today is Keenan, who is a sales expert, speaker, and owner of A Sales Guy, a leading sales management consulting company. We discuss his unique process for identifying the problems your business solves, the personal buying motivations of your prospects, and the key exercises and role play scenarios for connecting with your clients.

Episode Highlights:

• How to get your prospects to want to talk to you
• Selling to the current state, the gap, and the future state
• What critical problems does your business solve? Dissecting the product
• The buyer persona versus the personal buying motivation
• What should your first conversation with the buyer be about?
• Keenan’s epiphany moment
• The “wake up the chill” campaign
• Filling up your table
• The mobile dry cleaner: a practical example of Keenan’s philosophy

Resources:

• SPIN Selling by Neil Rackham
• Visit Keenan’s website, A Sales Guy, for his blog and more information on booking Keenan as a speaker, consultant, or recruiter
• A Sales Guy Univesity
• Keenan’s Youtube channel

Quotes:

“If you want to get someone to pay attention to you, you have to know something they don’t know. You have to be the expert” - keenan

“The greater the gap, the more value there is to what you’re selling”- Keenan