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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Ever since the internet became a thing, however, we entered a new age – the “Age of the Show-Me Economy.

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. 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. Gap selling is an amazing concept that focuses majorly on trying to solve the problem the prospect faces in the current state and make them realise what their future state will look like with the product or service or your expertise you have to offer. It morphs from a mere transaction to a consultative discussion, making the proposed solutions resonate deeply. He does a pretty good job of addressing this huge issue, better than the original SPIN selling book does.

Moving on to step two, with a good understanding of their terrain, it's time to dig deep into the specific problems at hand. Dispensing with platitudes, it advocates techniques that create value and establish influence throughout the sales process. This seller has been dependable and prompt for multiple transactions now, furthering my trust in them. 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. A Gap Seller is confident, but also aware that they can always learn more, and are open to feedback.Y de eso trata "Gap selling", de enseñar un método para vender mejor en el entorno de empresas para empresas. The answer should be “industry information,” or “insight into the market,” or “tips that will make their jobs easier,” or “the solution to a problem they haven’t been able to solve. Llevo varios años como ventas, y pienso que ese desprecio se debe a los malos ejemplos que hemos visto o experimentado. Doing the work and investing your time, interest and authentic self isn’t nearly as easy as it sounds. El autor explica que se trata de entender primero muy bien lo que nuestro cliente objetivo necesita, y es más encontrar una solución a sus problemas que vender un producto o servicio.