I have been a big fan of Keenan. I am a black and white learner and i appreciate how he gets after it when it comes to Gap Selling and making the customer/prospect defend their decisions.
Ngl, I HATE fuckers that cuss at me. But I tolerated it and you do pose a paradigm shifting sales technique that I do believe will work. I'm excited to try it out.
How 2 companies will provide the same value? That won't happen ever, every prospect is different and every company its different. There's are a lot of variables to be the same.
@@omegalpha777 Company 1: Delivers milk to doorstep. Company 2: Delivers milk to doorstep. Both the exact same in cost for product and delivery. Is that not providing the same value?
@Mason Maini No. that’s delivering the same product. Value is something totally different. Company 1 may take care to place the milk in an area where it is less likely to be stolen, in the shade where it will stay cool.. go the extra mile.. company B may act recklessly and deliver broken bottles. Therefore, company A delivers more value although the product they deliver Is the same.
@@Missy-Leigh Well, no. What if both milk deliveries are delivered in the exact same place? I bet you the client will continue to purchase from the one that stops to say hi and build a rapport with the client as opposed to the person that decides to deliver and drive away.
Sales are WAYYYYY spectrum then black and white. Every buyer actually buys in a different way ( to an extent) some people love friendship purchase. Some accounts cut you out for a penny less. It's not black and white.
