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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Part of what drew Cope to the methodology in the first place is the simplicity of the framework, but that simplicity comes at a cost. So, get ready for “a fresh and provocative” look at direct selling and prepare to learn a few actionable tips and tactics! Half of Gap Selling is spent describing the tactics to provoke emotional change, but at a more general level, those tactics can be bundled into Outcome Motivation and Fear Motivation. Before you start trying to give the client advice, he wrote, you have to understand what they’re doing now. This can actually prove to be a valuable tool, alerting management early to a situation where target will most likely not be met and providing enough time to try and resolve that negative outcome.

Finally, the final chapter works on how a sales leader works - in short you have to become to coach for your team guide them and not. Probing questions get the client to either think more deeply about the issue or consider something that they hadn’t thought of before. Gap selling is a technique that relies on credibility rather than friendly rapport, making it an excellent strategy for salespeople who want to be seen as experts in their industry.He claims that many salespeople struggle because they do not understand the rules of the selling game, and then goes into dropping nine truthbombs on the subject. Associate Editor at Built In Brian Nordli is a Built In associate editor for the expert contributor network, where he edits articles on data science, software engineering and more.

Finance is provided by PayPal Credit (a trading name of PayPal UK Ltd, Whittaker House, Whittaker Avenue, Richmond-Upon-Thames, Surrey, United Kingdom, TW9 1EH).Sales happen when the future state is better than the present one, such as a competitive advantage or higher profits. Our team used Gap Selling and it completely transformed the way we went about selling--as well as our results!

Keenan refers to the nine that follow as “the truthbombs of selling” and says that they govern every sales transaction that has ever happened or will ever occur. The more people understand or at least seek to understand, the easier it is to communicate and solve problems as a whole. So why did Keenan go down a path already well trodden with the danger he will create, yet another “me to” process? But in my daily life, I work for a Manufacturer selling products B2B to schools and hospitals, mostly. Doing the work and investing your time, interest and authentic self isn’t nearly as easy as it sounds.This book has had an impact on every stage in our pipeline including significant additions to our CRM structures. Understanding the problems your product solves is the most important piece to the gap selling puzzle, Keenan said. Keenan’s approach to prospecting, discovery, and demoing provide a good anchor for a sales rep who’s looking to be consultative. Wingman is a conversion intelligence platform that helps you understand your sales interactions to boost conversions.