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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He was named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. The “gap-selling” method goes by many different names at different organizations, but it is here to stay. You'd pull out spec sheets with pressure tolerances and chemical resistance data, confident this thorough information dump will clinch the sale. The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually.

Ever since the internet became a thing, however, we entered a new age – the “Age of the Show-Me Economy. This in turn creates problems for the contractors down the road, who face problems of reputation and liability. You have to keep up with the latest developments in your industry especially as pertains to your products. If every sale is about change, then every sale is about emotions as well, because all changes are, by definition, emotional.

Our team used Gap Selling and it completely transformed the way we went about selling--as well as our results! Llevo varios años como ventas, y pienso que ese desprecio se debe a los malos ejemplos que hemos visto o experimentado. Wingman is a conversion intelligence platform that helps you understand your sales interactions to boost conversions. The author majorly works on the above concept providing techniques to follow to lead the sales funnel. There is a nice little joke about a Boy Scout who was so determined to do a good deed and help a little old lady cross the street that he somehow gathered the strength to pick her up and carry her to the other side.

Essentially, they are mainly interested in swapping their current discomfort for comfort or want something better than they currently have. Keenan demonstrates you may be the biggest strongest person on the football field, who can tackle the hardest, but if you don’t understand the GAME of football, you’re sure enough to lose. The Gap Selling approach simplifies a lot of complicated sales methodologies while staying aware of today’s interconnected landscape.

Probing questions get the client to either think more deeply about the issue or consider something that they hadn’t thought of before. 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.

That’s why selling is more about diagnosing problems than it’s about presenting products and services. 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%. I find that currently I shy away from asking challenging questions, and digging deeper on pain, with the assumption that a prospect would be annoyed, when I’m reality they’d likely appreciate the deeper conversation as it relates to the problem they’re trying to solve.Y de eso trata "Gap selling", de enseñar un método para vender mejor en el entorno de empresas para empresas.

practice this book in your work environment to see massive breakthrough on your conversions and winning over prospects thought process and making them believe what it looks like to use your help to see a brighter future state. The reason, he believes, is not for lack of natural selling skills or potential, but due to ignorance. Note: this book guide is not affiliated with or endorsed by the publisher or author, and we always encourage you to purchase and read the full book.Keenan wraps up Gap Selling with a section geared towards sales leaders whom want to successfully implement a Gap Selling mindset across their team. According to Harvard Business School professor Rosabeth Moss Kanter, there are 10 emotion-related states that cause people to resist change.