# #559 - Sell The Problem Before You Sell The Product | Keenan

Page: https://stenobird.com/podcast/30-minutes-to-president-s-club-no-nonsense-sales-705184/559-sell-the-problem-before-you-sell-the-product-keenan
Text version: https://stenobird.com/podcast/30-minutes-to-president-s-club-no-nonsense-sales-705184/559-sell-the-problem-before-you-sell-the-product-keenan.md
Podcast: [30 Minutes to President's Club | No-Nonsense Sales](https://stenobird.com/podcast/30-minutes-to-president-s-club-no-nonsense-sales-705184)
Published: 2026-03-26T07:00:00+00:00
Episode link: https://pdst.fm/e/traffic.megaphone.fm/THMPC7945631997.mp3?updated=1774538068
Audio file: https://pdst.fm/e/traffic.megaphone.fm/THMPC7945631997.mp3?updated=1774538068
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Duration seconds: 2284

## Resource

The Perfect Outbound Sequence Template Keenan (author of Gap Selling) breaks down a step-by-step framework for prospecting that actually gets responses, focused on leading with problems—not products. Learn how to create intrigue and interest in your outreach, diagnose real buyer pain using problem → root cause → impact, and structure cold emails and calls that force prospects to reflect instead of ignore. If your outreach is getting ghosted, this is the playbook to fix it. 🎙️ ACTIONABLE TAKEAWAYS: Lead with the problem, not your product: If you can’t clearly articulate the exact problem your buyer is experiencing right now, your outreach will get ignored—every time. Create intrigue → then interest (two sales): First, make them stop (“this might be me”), then make them care enough to respond—don’t jump straight into pitching. Use problem → root cause → impact → CTA: Call out the problem, explain why it’s happening, show the business impact, then invite them to solve it. Call out why they haven’t fixed it yet: The real unlock—if you can name the blockers keeping them stuck, you instantly build credibility and get them thinking. These Courses Will Get You to President’s Club ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

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