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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In the opinion of sales coach Keenan – the CEO and president of sales consulting firm A Sales Guy Inc. As you talk and establish credibility, you should hopefully hear your client start to say “yes” to you helping. In this article, we'll break down the basics of gap selling, how it differs from traditional sales techniques and how you can use it to generate more leads and close more deals. The “gap-selling” method goes by many different names at different organizations, but it is here to stay.

Second are business problems – what processes, workflows or constraints are driving these technical gaps? This "problem-centric" approach creates a highly relevant sales conversation and makes closing the sale almost an afterthought. This methodology focuses on sales reps building a rapport with their clients and learning about the obstacles they face.The Gap is the difference between the current state and the wished state, the future in which things work better.

Keenan also introduces the concept of healthy pipeline to understand the projections and commitment done by the sales team to achieve results. Discovery: Know your clients better than they know themselves: A great way to lay groundwork before meeting with a potential client is to draft a Problem Identification Chart. 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. That’s why the first exercise he does with a sales team is to have each rep fill out a problem identification chart.Get them to let you help: If a client is not willing to let you help them, then you will not be able to embark on the sales journey with them.

Consenting to these technologies will allow us to process data such as browsing behavior or unique IDs on this site.Before you start trying to give the client advice, he wrote, you have to understand what they’re doing now. Moving on to step two, with a good understanding of their terrain, it's time to dig deep into the specific problems at hand. To fill the hole in your sales education, you must first forget everything you know about selling and relearn the basic rules of the game. He doesn’t fall in to what a lot of sales trainers do and start talking about anecdotes where he single handily turned a sales team around with his instruction. At about 70% through the book, I'm learning a lot and would recommend it to Sales pros as a useful thought exercise and framework-builder/ refiner.

By being an attentive guide throughout these stages, the client has, in essence, laid out the ideal solution for you. Keenan says it very well himself: this is not a book to replace other sales books, but to overcharge them, to add what was missing or still unclear from books like Fanatical Prospecting or New Sales Simplified. I now know that investing is a code word for 'wasted' because Gap Selling is top to bottom, front to back, 360 degrees the only book you need to read if you are in sales. 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. Keenan’s clarity of thought is unmatched and equally applicable to newly minted SDRs and veteran sales leaders alike.Numerous studies have shown that humans suffer from longevity bias and that, in general, they attach more positive feelings toward things that have been around for a while than toward new and original things.