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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I will probably be revisiting it several times throughout the future to make sure i didn't miss anything.

Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion. Keenan’s approach to prospecting, discovery, and demoing provide a good anchor for a sales rep who’s looking to be consultative. The author majorly works on the above concept providing techniques to follow to lead the sales funnel. In other words, they don’t understand the modern rules of the selling game and are “working with an outdated concept of what selling is all about. 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.While it doesn’t seek to do anything revolutionary, Keenan’s approach to discovery is a valuable way to reframe your conversations with prospects and to empower salespeople to be problem-solvers rather than product-pitchers.

The first “yes” can be the most challenging, yet with a gap prospecting framework you will be as set-up for success as possible.He spends quite a bit of time talking about the discovery process and has some very practical examples to work on gathering the necessary information. By completing your purchase, you agree to Audible's Conditions of Use and authorise Audible to charge your designated card or any other card on file. A solution seller will address the root of a problem, but this approach neglects the perception of need. Future thinking: You should be able to connect the dots and see into the future, so you can predict potential problems your prospect might run into and cross-sell later on. If upon first glance the gap is not wide enough, do some additional discovery to see if the gap can be widened.

Keenan wraps up Gap Selling with a section geared towards sales leaders whom want to successfully implement a Gap Selling mindset across their team. 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. Second are business problems – what processes, workflows or constraints are driving these technical gaps?Y de eso trata "Gap selling", de enseñar un método para vender mejor en el entorno de empresas para empresas. Even though we feel that may be a bit of an exaggeration, Keenan certainly knows how to offer value to his readers.

Llevo varios años como ventas, y pienso que ese desprecio se debe a los malos ejemplos que hemos visto o experimentado.The theme of discovery is carried out till the very end until the client naturally makes the ‘decision’ he wants your product / service.