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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This seller has been dependable and prompt for multiple transactions now, furthering my trust in them.

The Gap is the difference between the current state and the wished state, the future in which things work better. 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.A gap is a distance between where your prospect's business is today and where it will be in the future. 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. Moving on to step two, with a good understanding of their terrain, it's time to dig deep into the specific problems at hand. If every sale is about change, then every sale is about emotions as well, because all changes are, by definition, emotional. 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.

This is your chance to be a detective, to find out what's corroding their situation, and truly understand their world. We’ve scoured the Internet for the very best videos on Gap Selling, from high-quality videos summaries to interviews or commentary by Keenan. He does a pretty good job of addressing this huge issue, better than the original SPIN selling book does. The biggest learning from the book for me was how a seller needs to really understand the business you’re selling to better than the prospect.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. Obviously, if you're selling cars, your prospects "problem" is that they need a car, or a better one.

This is crucial because it allows you to position your product as something that will fulfill their desires and solve their problems in this future state. It can get uncomfortable asking the number of questions you need to ask to get a full picture of their gap, but it’s effective, Scalera said.

By focusing on this gap and asking questions about it, you can identify your prospect's specific needs and how they will benefit from your solution. According to Caleb Malik, sales executive at SmartBug Media, most salespeople would be better off reading “Gap Selling” 20 times than 20 different sales books one time. Fourth is the root cause of that problem, which could be that their sales reps are too busy prospecting to manually enter the information. And that usually happens when you convince them that their discomfort might become permanent lest they don’t make any kind of change. The answer should be “industry information,” or “insight into the market,” or “tips that will make their jobs easier,” or “the solution to a problem they haven’t been able to solve.