“What did the buyer say this costs them a month, in their own numbers?”
Keenan · Gap Selling · live, out loud
Five minutes on a real deal. He asks, you answer.The deal went quiet. Talk it through with Keenan.
A deal review is a call. Hit start, describe the deal out loud, and Keenan asks what the buyer said the problem costs, who besides your champion has said it must be fixed this quarter, and what the agreed next step was. Then he coaches the next move. Free, no signup.
Have one real deal in mind, one that has stalled. Then talk.
Keenan will ask what problem the buyer named, whether anyone put a number on it, who else is in the decision, what the agreed next step was and who owns it. Answer honestly, including the uncomfortable parts.
- Out loud, about five minutes
- A real deal from your pipeline
- Your CRM open helps; the last buyer email helps more
Your conversation is recorded and transcribed so Keenan can coach you within it. It is never used to train any AI. Read our privacy policy.
Six questions a stuck deal has to answer.
He looks for the buyer’s evidence, in the buyer’s numbers, and for who besides your champion has said it out loud. Below, a specimen deal read the way he reads yours.
The buyer named the problem and the rep reached the CFO. Nobody put a cost on carrying on as they are, nothing makes this the quarter, and the champion is the only voice. That is why the last email went unanswered.
Bring yours- Was the problem ever real?Held
Deals do not stall on price, they stall because the problem was never big enough to act on. If the buyer cannot name what is going wrong in their own numbers, there was never a deal.
- Is doing nothing free?Primary gapOpen
If the buyer can live with this another quarter, they will. Cost of inaction is what makes the status quo hurt more than the change. No cost of inaction, no urgency.
- Is there a real why-now?Open
A deal with no compelling event drifts forever. Something has to make this the quarter it gets solved, not someday.
- Are you talking to real power?Held
A champion who loves you but cannot sign is not access. Know who owns the decision and the budget, and whether you have reached them.
- Is the deal single-threaded?Open
One contact is one point of failure. If your champion goes quiet and no one else in the account knows why this matters, the deal goes quiet with them.
- Did the buyer commit to anything real?Held
"Sounds great, let me loop in the team" is not a commitment. A real next yes is specific, buyer-owned, and dated. Everything else is politeness.
He will not take "they went dark" as a diagnosis.
Silence is information, and on its own it cannot tell you which kind. Keenan goes back to the last substantive conversation, finds the line where the buyer described what carrying on costs them, and if that line is not there he says so. Then one manageable next move, before the next email.
- A call either side of the meeting. Prep the questions, then debrief what the buyer said.
The re-engagement email, judged before it sends. One question the champion can answer in a line.- Rehearse the CFO conversation. A roleplay buyer built from your personas who holds the line on price.
Every deal in the pipeline, read the same way. On a Platform seat.
KeenanDeal readLoved the demo. Never priced the problem.
She said the re-keying was painful. Nobody put a number on it, so doing nothing costs her nothing this quarter. Find the sentence where she priced it. If it is not there, that is the email.
[Your account, 1:40] [Last buyer email, no figure]Price and timing are the story you tell.
Ask a general model why the deal stalled and it lists the usual suspects and suggests a value-add follow-up. It has never seen the deal. Keenan asks for the buyer’s own words and works from what they support.
- 01The problem was never priced.
The buyer said it was painful. Nobody asked what it costs a month, in their figures, so the business case is your estimate.
Doing nothing is free, and free wins. - 02Nothing makes this the quarter.
Without a compelling event the deal drifts to "next budget cycle" and stays there.
No why-now, no close date the buyer owns. - 03One thread.
Your champion went quiet because they lost an argument you were not in. Nobody else in the account knows why this matters.
When one person goes dark, the deal goes with them.
I used Replicate Labs and it was crazy good. Gone are the days of outdated sales training. Gone are the days of salespeople not being supported. Gone are the days of lack of prospect insight. Everyone in sales should be using this.
Talk the stuck deal through. Five minutes, out loud.
That was Keenan on one deal. On a Platform seat your coach does it on every deal you are running: the review by voice, the re-engagement email judged before it sends, the CFO conversation rehearsed against a buyer who holds the line. Or score the discovery call and the cold email that started it.