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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But if you want to sell better, you have to see gaps more clearly, love gaps more dearly, and follow gaps more nearly, day by day. So why did Keenan go down a path already well trodden with the danger he will create, yet another “me to” process? 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.

For me, my contact is usually a Facilities, IT, or Procurement person that is gathering info to run up the food chain and doesn't have access, or authority, to be giving me the rundown on key business goals. 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). 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. On the other hand, perhaps you discover you will need to meet with the CEO before they can agree to purchase your product. The technical storage or access is strictly necessary for the legitimate purpose of enabling the use of a specific service explicitly requested by the subscriber or user, or for the sole purpose of carrying out the transmission of a communication over an electronic communications network.They also aren't about to set-up a follow-up meeting w/ their superiors for me -- it's THEIR job to collect the info and report it up. Most feel that conventional salespeople seem too scripted, pushing products before understanding needs. The Gap Selling approach simplifies a lot of complicated sales methodologies while staying aware of today’s interconnected landscape. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. That’s why selling is more about diagnosing problems than it’s about presenting products and services.

I understand this as a salesperson and why in the end this works to your advantage, I just don't love the sales platitudes of how much you are helping them all the time. Also, some major pointer are highlighted by the author as to what qualities to look for or imbibe in a gap sales team mate. Understanding the problems your product solves is the most important piece to the gap selling puzzle, Keenan said. Meaning, you have to offer them a future state that is better than their current one and one that will unavoidably motivate them to make the switch.The Bad: The beginning of the book was a little slow and I worried it was going to be a derivative mash-up of SPIN Selling and The Challenger Sale (however, it does shift and cover interesting, additional ground with a fresh perspective. It's a great book, but it's for experienced sales people who need a reminder or update their strategy. The author majorly works on the above concept providing techniques to follow to lead the sales funnel. 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.

Essentially, they are mainly interested in swapping their current discomfort for comfort or want something better than they currently have. Llevo varios años como ventas, y pienso que ese desprecio se debe a los malos ejemplos que hemos visto o experimentado. By being an attentive guide throughout these stages, the client has, in essence, laid out the ideal solution for you.The bottom line, if you didn't read Gap Selling, this review will give you a glimpse into what it is about and why you should read it yourself. Through many examples Keenan is successful at convincing us that the old dashing model of selling it ‘dead’.