Gap Selling Resources Articles

Sales Culture Needs to Change

Listen up we need to change the sales culture. It’s a complete shit show.   I had a dude reach out to me the other day and he said something like “I don't know you but I've been following you, and I challenge you to a sale - something we're both familiar with” -...
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How To Be More Buyer-Centric In Your Discoveries

I often get asked by people - how do I get better at understanding my buyers? How do I become more problem-centric? How do I become more buyer-centric? How do I get the information that helps me do better discoveries? How do I know what problems to find? How do I...
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Affordability Vs. Budget – Know The Difference

There's a difference between affordability and budget. To be a good salesperson, sales team, or sales leader you must know the difference.   af-ford-a-bil-i-ty – noun — the state of being cheap enough that people can afford to buy it or pay it budg.et – noun — an...
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How Salespeople Lie In A Way That Let’s Them Believe They Aren’t

Some salespeople lie.   They don’t believe they do but they do. Salespeople lie to make a sale. Salespeople lie to get you to buy what they want you to buy. Salespeople lie to promote their agenda, not yours.   They don’t believe they lie because they don’t...
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