Gap Selling: Get to the Root of Why People Buy
Stop selling. Start diagnosing.
The book that redefined modern selling – Over 150,000 Copies Sold
Gap Selling: Get to the Root of Why People Buy
Stop selling. Start diagnosing.
The book that redefined modern selling – Over 150,000 Copies Sold
People We Work With:
The Modern Sales Reality
Most reps still sell the old way: pitching products, features, and benefits before they truly understand their buyer’s world.
The result? Endless “think it overs,” stalled deals, and buyers who never actually change.
Gap Selling exposes why this happens and teaches you to sell the way buyers actually make decisions by helping them see and feel the gap between where they are today and where they want to be.
What You’ll Learn
Gap Selling Is a System
This isn’t another “tips and tricks” sales book. It’s a complete problem-centric sales system built around one core idea:
People don’t buy products. They buy the outcomes those products enable.
Gap Selling gives you the tools to:
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Diagnose buyer problems with precision
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Quantify and qualify the impact of those problems
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Link your solution directly to measurable business outcomes
Who It’s For
- Account Executives tired of chasing unqualified deals
- Sales Leaders looking for a repeatable, diagnostic sales framework
- Enablement pros who want to coach reps beyond features and pitches
- Founders who need a proven system to drive predictable revenue growth
Get the Book
Read the book that changed how the world thinks about selling.
Discover the system behind ASG’s Problem-Centric Operating System — the logic layer and connective tissue of modern GTM.
Trusted by Leading Sales Organizations
Gap Selling has been adopted by some of the world’s most forward-thinking revenue teams, including GE Healthcare, Cart.com, and LinkedIn, to build problem-centric sales cultures that win more and forecast with confidence.
The book started a movement.
Training turns it into measurable outcomes across your pipeline, win rates, and revenue.