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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As you talk and establish credibility, you should hopefully hear your client start to say “yes” to you helping. Don't get me wrong; it was great to have things explained and elaborated in a way that was casual but there are also instances where it felt too conversational. The old playbook of the past – promoting features, building rapport, and pressing for closes — no longer works. 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. If you get past the conversation-style, or if it's not a problem at all, then this book is great for opening up your eyes to holes in your sales game!

If every sale is about change, then every sale is about emotions as well, because all changes are, by definition, emotional. However no matter how much we wish we did not have to ‘sell’ anymore to sell our products and services, because it is there on the internet, we have found out the bitter truth that we still need to ‘sell’. Recently I began a new project with a big college in Nepal to give counseling to 3000+ students of grade 11 and 12. The GAP that Keenan is focused on is a simple concept but not easy to apply in the heat of the presentation.Looking back most of my successful selling were loosely based on this model of ‘gap selling’ even though I did not know at that time. It just blew my mind how it was able to change the way I think about selling and how everything lives or dies on being able to diagnose business problems,” said Scalera, an account executive at Dooly.

Something similar to Keenan’s approach was consultative selling but again in those days it was part the of ‘opening’ and the objective was to get a ‘close’. Great stories, and for someone who just started with selling, im already doing better, learning more, still failing. A Problem Identification Chart should list problems you can solve, the impacts of those problems could have on your client’s organization, and the root causes of those problems. 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. Fourth is the root cause of that problem, which could be that their sales reps are too busy prospecting to manually enter the information.It's a no-code platform with a simple interface loaded with features—creating interactive content couldn't be easier! Let’s look at our plumbing supplier example once again and how you might use a gap selling approach. When you can identify these gaps, all interactions with clients start to focus on solving problems, not selling the product. In Goldratt's terms, we build "logic trees" to describe in detail the current situation (CRT) and then with some effort, a more perfect union as it would appear in a future reality tree (FRT).

Now that we understand that it's about them and their problem, at the root of every single sale you ever make is change. This book does not teach you how to close a deal, sales are not about closing a deal, it is all about the ability to identify and help others for their problems.

The more information salespeople have about their prospects’ problems, the better they will be at solving those problems and closing the sale. And that usually happens when you convince them that their discomfort might become permanent lest they don’t make any kind of change. Essentially, they are mainly interested in swapping their current discomfort for comfort or want something better than they currently have. Gap selling is a technique that relies on credibility rather than friendly rapport, making it an excellent strategy for salespeople who want to be seen as experts in their industry. Named one of the top social sellers by Forbes and a Top 50 sales influencer by Top Sales World Magazine, Keenan's insights on modern sales success have been featured in Harvard Business Journal, Huffington Post, and Inc.