Y de eso trata "Gap selling", de enseñar un método para vender mejor en el entorno de empresas para empresas. TL;DR: If you want to Gap Sell more effectively, bucket your lines of questioning into Current State, Desired Future State, and How Big Is The Gap Between The Two. 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. Before you start trying to give the client advice, he wrote, you have to understand what they’re doing now.

A solution-based selling approach is one in which the salesperson identifies a need or problem, then suggests how their product provides a better solution than competitors. Consenting to these technologies will allow us to process data such as browsing behavior or unique IDs on this site. So why did Keenan go down a path already well trodden with the danger he will create, yet another “me to” process? Now sales methodologies have been around for years, looking at Google there are at least 10 in circulation today. Use probing follow-up questions until you grasp the nuances and root causes of their technical and business issues.

Recently I began a new project with a big college in Nepal to give counseling to 3000+ students of grade 11 and 12.

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. The art of making your client agreeing to something at every step - make them say 'yes' is what makes you come closer to the closing of deal and eventually a successful gap sell sales. Keenan turns a lot of old adages upside-down and demonstrates the fact that there is a better way to sell than we have previously been told.According to Harvard Business School professor Rosabeth Moss Kanter, there are 10 emotion-related states that cause people to resist change. Obviously, if you're selling cars, your prospects "problem" is that they need a car, or a better one. This should be done by asking specific questions of the salesperson to ensure they are connected closely enough with the deal and understand the realistic implications and potential outcomes. 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.