Gap Selling Resources Articles

MEDDIC Sales Process vs Gap Selling Sales Methodology

We're often asked, what's the difference between Gap Selling Sales Training and MEDDIC Sales Training. In many cases when comparing two different methodologies or approaches it can be pretty complicated, but in this case, it's pretty easy. To illustrate the point, I...

Gap Selling in Practice: Aligning Decision Criteria During Discovery

Gap Selling Tip #3:  Concept: Ensuring decision criteria aligns with solving the problem you discover Why?  “The point of (aligning decision criteria & what you learn in discovery) is not to confirm that your product/service can do the things your client wants it...

Learn to Ask Why [Gap Selling Principles to Help You Sell Better]

Why? Kids are great at asking why. They accept the fact that they don't know very much, so they just move through life, like an information sponge asking why about everything. It's kinda liberating if you think about it, if you accept that you don't know anything. If...

Gap Selling in Practice: Problem Centric vs. Product Centric

Me again, with a simple question - When you think of Gap Selling, what comes to mind? Now, I'd never actually ask this question in discovery, it's too "us" focused. But typically, people think of discovery, or buyer persona expertise, or simply Keenan & his...