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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His recent session at Inbound 2018 made a huge impact on the audience, where he discussed problem-centric selling. The “gap-selling” method goes by many different names at different organizations, but it is here to stay. If my memory was erased and I had to start over in sales and I could only use one tool to train myself--it would be this book.

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. In the opinion of sales coach Keenan – the CEO and president of sales consulting firm A Sales Guy Inc. 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.N selling is a simple way to structure your sales pitch by focusing on the following four areas: situation, problem, implication, and need a payoff. Agree with Eric Baum 'As the founder of A Sales Guy, a sales consulting firm, Keenan knows what it takes to drive real sales results in today's digital world. Una anécdota: en una de las empresas en las que trabajé, un responsable de zona hablaba de la "pasión a la hora de vender". The gap selling framework was introduced by Keenan, who goes by just his last name, when he published a book on the subject in 2018. 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.

On the other hand, perhaps you discover you will need to meet with the CEO before they can agree to purchase your product.So I have another project of sending learning inspirational quotes everyday to 250+ leaders in my acquaintance. The most practical guide I’ve ever read on executing to the unchanging principles of successful selling. While you may have been trained to answer a prospect's questions with canned responses and rehearsed pitches, gap selling requires that you listen carefully to what they are saying. Gap selling is a problem-centric methodology, where the seller focuses on understanding a prospect’s problems and helping them to identify gaps between their current state ("how are you doing now? I like this book review Katie, I wont probably read it to be perfectly honest, but I might reread your review few times as a refresher of basics.