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- Problem-centric methodologyGap 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?") and an ideal future state (e.g., "what would your business look like if it were thriving in this area… ?").
www.storylane.io/blog/gap-selling - People also ask
Our Complete Guide to Gap Selling - Gong
Gap Selling takes a problem-centric approach to approach. The “gap” refers to the space between a prospect’s current state and their future state or “where they want to be.” Gap Selling is all about understanding both states and positioning your solution to fill that gap. When you focus on diagnosing your prospects’ … See more
“Identify a need and sell it.” It’s sales advicethat you’ve probably heard before, and on the surface, it makes sense. A computer sales rep won’t know what to recommend unless … See more
Understanding your prospects’ current station and where they want to be requires asking the right sales questions. In Gap Selling, Keenan shares four types of questions that will help you get to the heart of your prospects’ problems. See more
Gap Selling only consists of three steps: learn your prospects’ current state, determine where they want to be, and close the gap. Unfortunately, implementing this methodology isn’t as easy as it sounds. The step-by-step process outlined below will help you … See more
Gap Selling is a question-heavy sales methodology. In fact, Keenan says that you should spend a quarter of the sales cycle on learning your prospects’ current and future state. That means a large part of your sales process will be spent on discovery. However, … See more
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The what, why, and how of gap selling - Lucidchart
WEBGap selling helps reps gather as much information as possible about where the prospect is now, where they want to be, and the reason for …
- Estimated Reading Time: 5 mins
A Complete Guide to the Gap Selling Framework - getweflow.com
WEBWhat is Gap Selling? Gap Selling was created by sales coach Keenan (yes, just the one name), who wrote the book, Gap Selling: Getting the Customer to Yes and now runs a …
Mastering GAP Selling: A Winning Sales Methodology
WEBDec 31, 2022 · GAP selling (or GAP analysis selling) is a sales methodology that focuses on identifying and addressing the gap between the customer’s current situation and their …
What Is Gap Selling? (How to Use It + 8 Key Benefits) - Scratchpad
WEBFeb 10, 2023 · Gap selling is a sales method that focuses on gaining a deep understanding of customers’ current challenges and developing a clear picture of their best-case …
Gap Selling Methodology: Complete Framework [2024]
WEBApr 22, 2024 · Gap Selling involves identifying and addressing the gap between a prospect's current situation and their desired future state. With gap selling, you would deeply understand their pain points and …
Gap Selling: Win More Deals With a Problem-Centric …
WEBGap selling is a sales methodology in which salespeople aim to position their product as the solution that “fills the gap” between a prospect’s current state and their desired future state.
Gap Selling: Everything You Need to Know in 2023
WEBGap selling is a more problem-based approach where the salesperson identifies the gap between where the customer is today and where they want to be. They then help the customer bridge that gap by providing …
The Gap Selling Formula: Supercharge Your Sales Strategy
WEBNov 3, 2023 · Gap selling is a sales technique that ensures this doesn’t happen. It’s about first learning a customer's current state (where they are now), desired future state …
Gap Selling: Tips, Tricks, and Tactics to Bridging Customer Gaps
WEBApr 24, 2024 · Gap selling is a sales approach that focuses on identifying the ‘gap’ between the current state of a customer’s situation and their desired future, then positioning the …
GAP Selling Methodology - Everything you need to know
WEBGAP Selling is a groundbreaking sales methodology that stands out for its focus on the "GAP" between a customer's current state and their desired future state. Developed by …
What is Gap Selling? | DealHub
WEBSep 7, 2023 · Gap Selling is a sales approach that focuses on identifying and addressing the gaps between a potential customer's current situation and desired …
“Gap Selling” Explained: What Is It and How Does It Work?
WEBFeb 21, 2023 · Gap selling is a sales technique used by sales representatives to identify areas of need or improvement within their customer’s operations. It involves identifying …
GAP Selling: what Is It and how does it promote sales enablement
WEBJun 15, 2022 · What is GAP Selling? GAP selling is built on a problem-centric, buyer-centric model. It acutely focuses 80% of the selling process on understanding the …
Gap Selling Methodology | A Sales Growth Company
WEBThe Gap Selling Methodology is a proven system that empowers salespeople with a collaborative selling approach to build credibility with the buyer and develop their …
What is Gap Selling: Full Guide | Revenue Grid
WEBJun 14, 2022 · Gap selling is a powerful sale technique to gather critical information about potential customers and sell the benefits of your product or service in a way that the …
GAP SELLING FOR EFFECTIVE SALES ENABLEMENT - Medium
WEBFeb 13, 2023 · What is Gap Selling? It is a sales methodology that helps the sellers understand the scope of the prospect’s pain points and work towards them to fill the gap …
Gap Selling: Is It Right for Your Sales Organization? - Teamgate
WEBMar 17, 2024 · Gap Selling Demystified: Unpack the essence of Gap Selling, emphasizing its customer-centric focus that prioritizes understanding and addressing specific …
Effective Sales with Gap Selling: What Is It? | The Smarketers
WEBWhat is Gap Selling? It is a sales methodology that helps the sellers understand the scope of the prospect’s pain points and work towards them to fill the gap between their current …
The Difference Between Gap Selling and Solution Selling
WEBMar 31, 2020 · In Gap Selling, the notion of creating an environment where you’re competing against another product on features and functions is crazy. Product-centric …
Gap Selling (book summary) - SellingSherpa
WEBMay 5, 2019 · Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming …
A Simple Guide to Gap Selling | Mailarrow
WEBGap selling is a powerful sales method that focuses on the customer's problems and goals. Learn how to use gap selling in email with Mailarrow, the ultimate email marketing tool.
Gap Selling [Full Summary] of Key Ideas and Review | Keenan
WEBBrief summary. Gap Selling by Keenan is a sales book that focuses on identifying and closing the gaps in the buyer's current situation. It provides practical advice to help …
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