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VERIFIED VIDEO REVIEWS ABOUT JEFF LERNER!
Meet Jon Sprinkle. He joined the ENTRE Blueprint after stumbling upon one of our videos as he was looking for ways to expand his business online and streamline his purpose. He really resonated with the authenticity of Jeff’s videos, and it made him take the plunge with ENTRE. He’s really excited about what the future holds.
From a Hollywood storyteller to a serial entrepreneur - this is Brant Pinvidic’s story.
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Welcome to another episode of Millionaire Secrets!
For today’s episode, I have been joined by a Hollywood storyteller - the amazing Brant Pinvidic!
Brant is the author of The 3-Minute Rule, an award-winning film director, veteran television producer, and founder and CEO of INvelop Entertainment.
In fact, you may have already heard this name from one of his infamous shows - ‘Why I’m Not On Facebook’, ‘Extreme Weight Loss’, and ‘Bar Rescue’.
You see - not only is he the best-selling author and a contributing writer for Forbes, but he also has 20 years of experience producing TV and movies under his belt.
It was the skills he acquired within this industry to capture people’s attention and tell a story that led him to business success.
Brant has taken the life skills, business mindset, and storytelling creativity lessons that he developed during his Hollywood career and used them to uniquely bridge the entertainment industry and the business community.
From humble beginnings in Canada, he worked his way through the ranks of Hollywood, earning his reputation in the industry.
Before creating INvelop Entertainment, Brant was the President and Chief Creative Officer for one of the biggest names in the industry - 3 Ball Entertainment.
So far, Brant has raised millions of dollars, launched and operated dozens of different companies, managed thousands of employees, and made and lost several fortunes.
He took those real-life business lessons to Hollywood, and now takes what he's learned in Hollywood to the real world with his writing and speaking today.
This Is Brant Pinvidic’s Crazy Success Story!
Check Out More of Brant’s Content Here 👇
💻 https://www.brantpinvidic.com/
💻 https://www.invelop.com/
📖 The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation 👉 https://www.brantpinvidic.com/3-minute-rule
🎙️ Why I'm Not Podcast 👉 https://podcasts.apple.com/us/podcast/why-im-not/id1232840873
ℹ️ LinkedIn 👉 https://www.linkedin.com/in/brantpinvidic/
📺 YT 👉 https://www.youtube.com/channel/UCIg2_KFm3h1EMOG8yPhS2tA
🖥️ FB 👉 https://www.facebook.com/thebrantpinvidic/
⌨️ Twitter 👉 https://twitter.com/brantpinvidic
⌨️ Twitter Invelop 👉 https://twitter.com/Invelopent
📲 IG 👉 https://www.instagram.com/brantpinvidic/
Jon Sprinkle Review
Jon Sprinkle Review
Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
Audible Audiobook – Unabridged
Audible Audiobook – Unabridged
Keenan (Author, Narrator), A Sales Guy Publishing (Publisher)
4.6 out of 5 stars
Reviewed in the United States on February 12, 2019
The best book on selling that I’ve read in ten years. And I read all of them. Get ready for the ride of your life, this book debunks all of the so call “axioms” about selling that you have heard over the course of your career. In this book the author “Keenan” (don’t ask I didn’t) Handles all of that sticky stuff that slows down, nay, just about kills your sales effort.
Here are some of the more cogent examples from the book:
• The customer does not care about you. The customer does not care about your company, or how long it has been in business, or how it started. The customer only cares about one thing, and that is, what can you do for her?
• The sales person is dead: You are a consultant, an advisor, an expert, someone who is a peer, someone, the customer comes to rely on for valuable solutions.
• Customers don’t buy from friends: Or drinking buddies, or golf partners. Customers, buy from someone who can bring them value…yes, even if they don’t actually like that person.
• Customers do like change. Heck, they will embrace change, if you can prove to them that it will make their product, and their company better.
• Show them the future: Customers will change, when the future you show them is better than the present, they told you they liked.
• Customers will return your phone calls and answer your emails: If they are provocative enough. If the messages surprise them and if they are intrigued. You don’t like to answer boring sales calls, why should your customer?
And there is so much more. The author shows you how to move the customer off the dime when he is stalling. Or, how to get her to talk and into telling you what they need, by asking her a series of questions that will drive her to let you solve the problems for them.
I started sending this book out to some of my sales training clients, even before I finished it tonight. Please, if you are the kind of person who never reads a book on sales, start today with this one. Or, if you are the kind of person who is reading sales books all the time, grab this one next. Heck, stop reading the one in your hand right now and pick this one up. I guarantee it is better than the one you’re reading now.
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43 people found this helpful
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Reviewed in the United States on May 23, 2020
A word of warning to those of you purchasing the audio version... Don't listen to this before bed! Keenan is very energetic, and he'll get you jacked and ready to sell something. Then again, maybe that's a good thing...
As sales continues to evolve and become more focused on technology, salespeople forget the fundamental pillars of effective selling. Gap Selling provides a framework for gaining your prospect's attention, getting them to trust you enough to tell you about their problems and provide you with a vision for their ideal future state.
Here are my biggest takeaways:
1. At the heart of every sale, there’s a gap. It’s a gap between what buyers have now and what they believe they want in the future, between who they are now and who they want to be tomorrow, or even where they are now and where they want to go. This gap represents the value of the sale to the buyer and the salesperson. Without it, there is no sale.
2. Problems get you to the impact and the impact is where urgency, value, and need live and where the sale takes root. You have to know the problem your buyers and prospects are struggling with and the impact it’s having on them. Without it, there is no sale.
3. The worst thing in the world you can do at the beginning of a sale is to take your buyer’s word for granted or sell to a need. I know it’s what we’ve been taught to do but a need assumes the customers know what they want, and that’s a bad assumption. Sure, they think they know what their problem is, but what if they’re wrong?
4. Customers Don’t Like Change. However, Every sale is about change. Change is emotional. Therefore, every sale is emotional. And emotions are complicated. That, in a nutshell, explains why selling is so hard and why so many people are bad at it.
5. Knowing your customer’s intrinsic motivation allows you to solve for the problems your customers didn’t know they had. Getting to the bottom of your customers’ intrinsic motivation for change takes time and patience. And sometimes it’s frustrating, because in the process you may discover that your product can’t provide the exact solution they need. So you will have to learn to dig deep and not give up your line of questioning until you thoroughly understand the driving force behind your customer’s motivation to change.
6. There is a direct correlation between how much a salesperson knows about their buyer’s current state and the probability they will win the deal. The majority of the information and elements you need to influence the sale come from understanding exactly where your buyer is today, what they are dealing with, how they’re operating, who’s involved, why it’s happening, the outcomes they’re currently experiencing and more—all part of the current state.
7. Your number one job when selling is to get the customer, buyer, or prospect to let you help them. No matter what you’re selling, until you can get buyers to trust you enough to be vulnerable, open up, share information, offer you insight into their current state, and expressly ask you for your help, you will not make progress. Customers have to be ready to initiate and embrace this sales journey, or ain’t nothing gonna happen.
8. Selling is a giving profession. Every time you engage with a customer, or send an email, or create something, you have to ask yourself, “What am I giving?” The answer should be “industry information,” or “insight into the market,” or “tips that will make their jobs easier,” or “the solution to a problem they haven’t been able to solve.” It should never be, “More information about myself.”
9. Problems are only problems when the impact is negative and uncomfortable. So, knowing the problem and the impact it’s having matters. Keep this firmly in mind: You’re never selling a product. You’re selling the impact your product will have on your buyer’s current environment. You’re selling change.
10. The gap is rarely clear to buyers initially. The win then becomes your ability to expose and shape the gap. Salespeople can manipulate the size of the gap by helping the buyer see things they didn’t see before. There is no way customers can understand the value of your life-saving pill if they don’t realize they are dying. That’s why you have to spend so much time exploring their current state and helping them envision their future state. Unlike a traditional salesperson, you’re not going to accept their problems at face value and then offer a solution. Instead, you’re going to help your customers make sure they understand the full extent of their problems and let them figure out for themselves what will happen if they don’t do something about it.
19 people found this helpful
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An Instant Classic sales book that will be referred to for years to come!
Reviewed in the United States on December 31, 2018
Keenan has written a timeless classic that will help any salesperson who's stuck in mediocrity or who's looking to sharpen the saw with the latest thinking in terms of sales best practices. This book was recommended to me by a recognized sales leader and Linkedin colleague. So, I'm not a fan or a client of Keenan's. Well, I'm so glad I purchased this book. I finished it 3 days.
Gap Selling provides a fresh framework and approach to hitting and exceeding your number. Some of the topics it covers include: Knowing the Game, How to Play, Gap Prospecting and Building a Gap-selling team. Keenan dispels some commonly held beliefs and practices in terms of sales that are holding people back from reaching their potential.
What I really appreciated about this book was it's brutal honesty, its deep insights, and the fact that it was well-written. Some salesbooks have tremendous content but aren't well written. Gap Selling is the best of both.
I highly recommend that you read this book. If you're like me and are in sales leadership, buy a copy of it for your team as a New Year's Gift. They'll love you for it.
10 people found this helpful
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Mike Weinberg | Consultant, Speaker, Author
I love this powerful, provocative, incredibly helpful, on-target book!
Reviewed in the United States on May 14, 2019
I wanted to read Gap Selling when it first came out but just couldn't get to it. Week after week I'd watch it impressively maintain its bestseller ranking (way after the launch period) and read newly posted glowing review after glowing review. So with high expectations, I cracked open the Kindle version (do you "crack" open a Kindle?) last week and Could. Not. Stop. Reading.
I having nothing but high praise for Keenan and this powerful, provocative and supremely helpful book! From his motivation as a professional seller (to successfully solve customers' problems) to his bold statement that your sale is won or lost during the discovery phase of the process, to his EPIC rant in Chapter 11 about why most demos suck (he actually uses the word "butcher" to describe what most salespeople do during their awful demos), I found myself shouting "Amen!" in vehement agreement with just about everything suggested in Gap Selling.
Get this book and read it. It will challenge you. It will make you think. It will help you truly see your role in closing the "gap" and taking your customer from their current state to the desired future state -- and provide you with all kinds or practical advice (and some unique insight) about how to accomplish that feat. It's easy to see why this book is garnering the following it now has and the well-earned reviews here on Amazon. Great work, Keenan! The sales community will benefit greatly from Gap Selling.
11 people found this helpful
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The MANUAL for selling in 2019 and beyond.
Reviewed in the United States on February 8, 2019
I can't say enough about this book and how ever-present it is in my mind as I go about my daily routine and the immediate impact it's had in my meetings. Questions are better. Conversations are richer. Insights are deeper. Problems are revealed. Value is higher. Much higher. Further, it places a new perspective on sales and actually clarified for me WHY I love sales: It's because I'm solving problems. Keenan teaches, our JOB is solving problems and if we can't diagnose our prospects' & customers' challenges, there is NO SALE. I have the hardcover (signed by the Red Plaid Man himself!) and the audio book. I've listened once and am going to listen again (and again), this time with the hardcover by my side, so I can mark it up and leverage the materials (PIC, etc.) provided. With each listen and read, new approaches will be revealed and it will be woven even more tightly into my process.
Simply put: If you're in the business of SOLVING PROBLEMS (sales) - and who isn't - you need to grab this book NOW.
Thank you, Keenan.
5 people found this helpful
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Reviewed in the United States on April 12, 2019
Huge fan of Gap Selling. It has really transformed the way I think about the entire sales process. No more show up and throw up. The process Keenan has come up with is truly game changing and at the same time fundamentally common sense. You don't feel like you are ever "tricking" or "pressuring" your prospects.
Gap Selling will truly elevate your sales game and your prospects will thank you for it because you make the sale about them, not you, your company or even your product.
If you get it on audible Keenan himself is the narrator so you get to hear his enthusiastic straight forward approach whenever you want.
7 people found this helpful
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Marketers - A MUST Read to Align with your Sellers!
Reviewed in the United States on February 8, 2019
It is a must to first know your market and customers to then be able to position your solution for customer outcomes and know the value of the outcome based upon the pain being experienced by your prospects. Marketers, read the book, refresh your focus, target customer definitions and messaging to your customers and support your sellers.
Content is so important to sales and marketing and being consistent with the messaging regardless of channel is critical. Keenan describes selling to the Gap between desired outcome and current state. The bigger the gap, the bigger the pain and the bigger the need to fill that gap.
This is a great read for both sales and marketing to drive the revenue engine. Marketing it is our job to fuel that engine, this is a good read to get on the same page with your sellers.
One person found this helpful
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Not just for B2B sales, useful for B2C sales.
Reviewed in the United States on June 3, 2019
I've been following Keenan for about a year. The man is great and not a lot in this book was new. However, being organized in the way that it is will make it tremendously useful for me showing it to my sales management and teammates.
Keenan's advice makes it ideal for B2B, but I sell into B2C as well. The beauty of gap selling is that if you regularly have to close in more than one call the insights are tremendous. One of the reasons why B2C is dying and websites like Amazon have taken over is because sales organizations have lost faith in the ability of sales teams to drive sales and are putting all of their chips on product. While for some consumer products this was perhaps inevitable, if you're selling anything more than 500 dollars you still need to know your stuff so people won't think you're one of those annoying Glengarry Glen Ross style sales reps. This book will help you rise above the cream (or mold in most cases).
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You won’t be disappointed by this Audiobook.
Reviewed in the United States on March 12, 2019
Picked up the audio book after “Not Taught” became one of my favorite listens from 2018.
Didn’t disappoint. So many sales development books are a repeat of the same things - said a different way. Gap Selling has been great to listen to on the road, as it takes a fresh approach that appeals to the sales process, and/or buying cycle, we’ve seen over the past several years. It also helps that Keenan provides the narration for his own book, and if you’ve ever watched his videos you understand how charismatic he can be.
Note: Also - I’ve found that gifting this through Audible has been a great gift to share with peers, mentees, and your sales team.
One person found this helpful
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Reviewed in the United States on March 7, 2019
You will not be disappointed! This is a book that lives up to the Hype. I have read this book multiple times now, it truly is a book for anyone in business! It has changed my approach to selling and to how we run our family business. I have trained my sales team on these tactics and it is working. Stop reading the reviews on how awesome the book is. Buy it and be in a position to write an awesome review yourself. You will be glad you did!
One person found this helpful
Reviewed in the United States on February 13, 2019
Keenan did an amazing job with this book.
He showed me that I've been asking all the wrong questions during my sales discovery process. He will teach you a problem based selling approach that will unearth the real reasons people buy. Since implementing it's helped me get to the real impact my product has on the business. Not by matching problems to my product features, but how their problems map to the impact on their business and then clearly identifying the root cause, which leads to how my product resolves the problems, impact and root cause. The PIC list is money.
Many more insights...just buy it. The ROI on your time to read is a no brainer. It will definitely help you find and close more deals. My only minor gripe is that I'd like to see a little more depth on the prospecting front but only because that's my biggest issue at the moment.
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I wish this book was around 15 years ago
Reviewed in the United States on April 11, 2019
I've been involved in marketing and selling for over 15 years, and can honestly say that this is easily the best book about selling and persuasion that I've ever come across. (Just finished the audio book, the actual book is arriving today in the mail)
If your focus as a sales and/or marketing professional is on creating real value by solving important problems for your customers—and a lot of advice regarding overcoming objections, prospecting, discovery etc leaves you with an icky taste in your mouth—then please read this book.
It's brutally honest and practical, and focuses on what matters most—impacting your customers and making their lives/businesses better.
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Your ideas and philosophy about sales matter!
Reviewed in the United States on July 22, 2019
The authors in this brilliant collaboration have truly given salespeople everywhere a potentially career changing gift. Imagine trying to operate a vehicle that has no oil in it. How long can that last. The ideas and frameworks provided in this book are like oil that add to the smooth operation of your sales career, and make it sustainable. No need to burn out in your sales career doing things that cause you stress. The discussion around prospecting was especially valuable to me as I read the book. Not only are you getting page after page of solid ready to implement sales ideas on every page but there is an additional bonus here. Ian Altman has the best business podcast I have ever heard. It is called same side selling. I regularly listen to his podcast now. It is world class! He has one of a kind guests on practically every episode. You cannot afford to miss the additional leverage and excellent training you will gain in your sales career if you miss the podcast. For the price of the book and the great podcast this is a can't miss investment in your sales career. You will be pleased with the ideas and content in this book and the podcast episodes. I know I am. Dig in and enjoy the insights from these great sales leaders!
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A great book for understanding the importance of discovery and what makes a true “salesperson”
Reviewed in the United States on January 1, 2021
This book focuses on the modern day truths of what makes a great vs good sales person (things like empathy - something that most sales books don’t point out).
It also helps you to understand the importance behind your discovery calls and preparing ahead of time (sounds obvious but many of us miss these steps).
I really like this book and will be listening a second time to really take it in.
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I like the premise of this book but totally geared to B2B, not B2C
Reviewed in the United States on May 16, 2021
The premise of this book is sound. All the examples are B2B. I am looking to apply to retail sales (Automotive) B2C so it is not geared for that. I will try to take the premise and apply it anyway. So I did not penalize the book as I feel the approach has real merit. 5 Stars, just not B2C. Cheers ! Jim
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The E-Book Version is a great tool for the Road
Reviewed in the United States on March 10, 2019
Having Already bought the Hard Back version, I was pleased to obtain the E-Book Version. For someone who has spent a life time in the technical side of products, and solutions it was a real pleasure to find a sales book that did not want to scalp the customer, and got me understanding the physiology of the Gap Sales Process. I found myself thinking that this is common sense, but how come most sales guys cannot do this. But maybe that,s because I am coming from a different angle.
As I become more sales focused, I know that this will be re-read time after time - almost like a technical manual, with a great framework, but also some brutal home truths of what goes wrong and why. It starts from the 'Nine Truth Bombs of Selling' right to the last, and the facts around how make sales teams work, and that this is not the basic box shifting that a lot of Sales Guys do.
I know I am not going to be able to do this stuff from day one perfectly, but with practice and time this should really help me close out more deals. It will help me close out the right deals.
One person found this helpful
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The most influential sales book you'll read
Reviewed in the United States on April 12, 2019
Whether you're brand new in sales or been in the game for decades, Keenan's got some wisdom that will change the way you operate. I have yet to read a sales book that delivers knowledge in such a "real world" manner, and not just some textbook advice that doesn't translate in execution.
Keenan tears apart the status quo and delivers some hard truths that we all need to hear. He gets down to the bare foundations of what selling is - driving change - and how to get your customer to embrace going on that journey with you.
Buy this book and an extra copy to give to a friend. I guarantee you'll have someone you want to share this with before you even finish it yourself.
Helpful
If you choose not to read this book you will lose money
Reviewed in the United States on June 30, 2020
Many salespeople are searching for answers on how to close more deals. Oftentimes, they are focusing their attention on the wrong bottleneck of their business.
Gap selling shows that focusing on discovery and genuinely understanding your clients root problems is the backbone of the sale.
Understanding the customers current state is fundamental to lead them to the promise land of the future state.
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Reviewed in the United States on April 12, 2019
I was lucky enough to have found Keenan's Gap Selling book a couple months ago. After reading this book I have never felt so refreshed and energized to go out and take back control of my sales cycle. This book is easy to read and Keenan adds some humor along the way with his no holds back approach. I have since shared this book with my wife who is also in sales and she loves it. I highly recommend this book to anyone who enjoys helping other people and has a career in sales. This book is a game changer.
One person found this helpful
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Reviewed in the United States on January 11, 2020
This book confirmed everything I’ve been doing, however with one difference. It showed me how to do it consciously and build customer loyalty into the GAP selling process.
Buy this book today or take the risk of losing another sale.
If you're a trusted advisor to your clients - this is a must read.
Reviewed in the United States on December 20, 2018
If you help your clients by uncovering issues that keep them from continuing to grow & be successful, you need to read this book. Keenan does a great job of articulating the strategy & reasoning needed to help you to guide your customers to the vision of where they want to be. His insight into why it's important to continue to ask the right questions & challenge assumptions, will allow you to help your clients achieve that vision. Fantastic insight into helping your clients appreciate & understand what's really behind their problems. For students of consultative sales, this is a must read.
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Reviewed in the United States on December 6, 2020
The only thing I would add is this: have a pen and notebook to work on your real life pipeline & sales, as you go through the book.
Very practical, and very focused on the entire sales process. And while great reading it, I personally found it awesome to work on the lessons learned as I read, and then apply them (trial and error, of course) the very next day.
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Stop making excuses for the old school tactics and learn to Gap Sell!
Reviewed in the United States on August 16, 2020
Keenan has done his homework and worked through some of the key challenges of selling in an inside sales model. Specifically, he gets it. He really understands the challenges we face in keeping the conversation going, and ensuring that you are in control of the next steps to the greatest extent possible. Spoiler alert: it's all about a good discovery, and that part of the engagement never ends.
Enjoy the book. I bought it for my team, and use both the printed and AudioBook editions. Both are must read/listen.
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Boom! Keenan hits it out of the park. Read this book and go sale something!
Reviewed in the United States on December 18, 2018
No matter where you are in the life cycle of sales you need to read this book. If you're a sales professional this book will help you understand why some of your sales didn't happen and get you on the path that Rocks! If you are a mentor to those in the sales business, this book will help strengthen your understanding of the sales process. Stop thinking you know everything. Keenan gives you a succinct understanding of the GAP that prevents sales. Buy 10 copies and hand them out to everyone in your organization, then get into that organization and start winning again
One person found this helpful
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Go ahead and select "Buy Now" you'll be thankfull
Reviewed in the United States on September 19, 2019
I'm a Sales Manager who has always been uncomfortable with the "closing/objection handling" mentality and constantly worried about being perceived as "salesy." Keenan's book, Gap Selling has taught me to focus my sales interactions around solving business problems and to dig deeper into the source of these problems. In today's world the "closer" mentality does not work; if you don't quantify the problem to justify your product you're losing deals. Gap Selling has allowed me to overcome my fears of being "salesy," now I'm seen as a helpful expert and fear the small gap.
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Outstanding book that I wish I had 25 years ago
Reviewed in the United States on February 6, 2019
I loved this book. While I have learned some of these lessons the hard way, this brought together and helped solidify concepts applicable to my business. If you have any selling or executive role in your company, you should read this book.
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Reviewed in the United States on May 12, 2019
Irrespective of industry or vertical, this book is an insightful & constructive must read manual to succeed in sales. It will walk you through the why and the how of the fundamentals required for your sales skills. Once you grasp these, I recommend to read it again to take your sales skills to the next, more advanced level. Once you reach that, read it again to ensure you stay at the top of your sales game.
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Not just a book.... it’s a life lesson if you allow it to be!
Reviewed in the United States on December 21, 2018
So I originally ordered 6 copies for a couple
Friends and Peers and myself. Well, once I got into the book I realized I needed to order more so ALL my peers on the team can drill down into their craft and become that Valued Consultant. This book, aka lesson will take you far past what you think you know about your business and build your courage to have those tough discussions with decision makers about the future of THIER business! #GapSelling will truly lead you to the door of success and fruitfulness... you simply have to open it!
Can’t recommend this book more even if you are not in sales. Big Shoutout to #Keenan 👊🏼
THANK YOU!!
Will Change the way you and your Clients approach Challenges to provide the greatest outcomes.
Reviewed in the United States on April 12, 2019
With hundreds of "Sales" manuals out there, it is really tough to find one that stands out, for the right reasons. Keenan has taken a refreshing approach that is just downright spot on to the problems faced by both clients and partners. This book not only changed the way I interact with clients and prospects but it really weaves its way into everyday life. With competition always being what it is, Keenan's approach will stand you head and shoulders above the fray. That and what he gives back to the Sales Community on a daily basis......if you don't know about Keenan, you should....unless you are one of my competitors......then this book is not for you. :-)
One person found this helpful
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Reviewed in the United States on December 12, 2018
This book is so different from other sales books I've read. Keenan's perspective on the matter is truly refreshing. Even if you're the best salesperson in the world you'll still get a kick out of this book and Keenan's unapologetic style, guaranteed!
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