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Gap Selling Resources Articles

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 give you false...
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Learn To Sell A Must Have Product: Why Nice To Have Products Are A Myth

You must learn to sell a must have product to be successful. Nice to have products are not sustainable products for any company. They have high churn rates, low urgency, and long sales cycles. Must have products are the opposite. You can’t live without them, they...
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