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

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To get that knowledge, they must learn as much as possible about a prospect’s business, its issues, and how to solve them. It actually makes sense, but then you would rather want the title of expert consultant and would want to charge appropriate rates for your time and effort. I’ve listened to lots of sales books, but this was a lovely simple concept, explained well, very little piffle or waffle, the author left all his ego at the door. You have to keep up with the latest developments in your industry especially as pertains to your products. The gap selling framework was introduced by Keenan, who goes by just his last name, when he published a book on the subject in 2018.

They showed how their product helps sales reps save time, identify companies that need their services, and understand how Toplyne can help them grow revenue. Salespeople who are still trying to “tell” their prospects what they do and why their products matter are just wasting their time. When your prospect can get a feel for how your product can help them, they're more likely to engage with you.

This methodology focuses on sales reps building a rapport with their clients and learning about the obstacles they face. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. I will probably be revisiting it several times throughout the future to make sure i didn't miss anything.

It was from there that I sat back and started putting all of the pieces in place and drawing it out,” said Keenan, who is the founder of the sales consulting firm A Sales Guy. Especially if you spent the necessary time during discovery, you should know by this point that your product is a good fit, will bring value, and will close their gap. The contractor wants to head off these problems by using pipes that won't corrode from the city's acidic water. He does a pretty good job of addressing this huge issue, better than the original SPIN selling book does.From there, follow-up with additional questions homing in on finding the problems with the current state, as well as the impacts those problems have on the business and from where the problems are originating.

Thus, to sell really well you’d have to have the skills of an expert consultant in the field/ industry in which you operate. If they have a problem, well it is a problem and they will listen to the solution and if they are convinced they will follow it. In Goldratt's terms, we build "logic trees" to describe in detail the current situation (CRT) and then with some effort, a more perfect union as it would appear in a future reality tree (FRT). As 70% of consumers make purchasing decisions to solve problems, gap selling can effectively present your product as the solution.Your goal is to discover the facts and the problems, in addition to the impact and the root cause of the latter. Using the data available, you should ask your salespeople to tell you what numbers they are going to hit for a certain time period, give or take 15%. This includes learning how to read prospects’ minds during the discovery phase, having answers ready for objections that arise, and filling your pipeline with qualified leads.