Posted 20 hours ago

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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On the other hand, perhaps you discover you will need to meet with the CEO before they can agree to purchase your product. He doesn’t fall in to what a lot of sales trainers do and start talking about anecdotes where he single handily turned a sales team around with his instruction. It was from there that I sat back and started putting all of the pieces in place and drawing it out,” said Keenan, who is the founder of the sales consulting firm A Sales Guy. 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. Now, as we conclude our four-step journey, resist the urge to jump straight into your product pitch.

So apparently the best salespeople are those who identify the problems and can provide solutions to the problems. I am super pumped for the impact this will have on our results and the accuracy I now know I can deliver to my board and our investors going forward.

It's highly addictive to get core insights on personally relevant topics without repetition or triviality. In other words, the difference between the two states pushes your prospects to see value in adopting your product or service. This approach is most suited for any high value , abstract products, although I can see it work for selling cars or even cheaper products/services. It provides sales teams with a clear view of their pipeline status and insights about what leads are likely to convert. You work in the sales department of a supplier that sells plumbing supplies to contractors in your region.

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. Also, some major pointer are highlighted by the author as to what qualities to look for or imbibe in a gap sales team mate.Getting to the bottom of what motivates change is what the last three truthbombs of selling encompass. And that usually happens when you convince them that their discomfort might become permanent lest they don’t make any kind of change.

Content is so important to sales and marketing and being consistent with the messaging regardless of channel is critical. By understanding the very contours of their challenges, you're setting the stage for what comes next. It enables you to create an interactive product demo that shows how your product can solve its problems in the current stage and how its business will change if they use your product. 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. The most common are: increased profits, competitive advantage, new and unexplored markets, heightened investor interest, streamlined manufacturing processes and significant savings.It morphs from a mere transaction to a consultative discussion, making the proposed solutions resonate deeply. You have to keep up with the latest developments in your industry especially as pertains to your products.

Esto puede parecer una obviedad, pero muchos ventas se centran en hablar del producto o servicio de manera automática, sin pensar primero en cómo su oferta podría impactar positivamente.It’s interesting how many times this type of conversation unearths the root issue that helps us get to the real solution. I found it very easy to overlay Keenan's valuable insights over top of my use of The Logical Thinking Process of TOC to ensure that sales teams are "selling" the correct solutions to the most pressing needs.

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