GAP SELLING
Methodology
A SALES METHODOLOGY FOR THE 21ST CENTURY
Gap Selling works because it aligns how buyers like to buy with how sellers like to sell. Other sales methodologies don’t teach sales people how their buyers like to buy– but in Gap Selling, everything is a collaborative effort to move the prospect toward their desired future state.
This doesn’t mean you have to be liked, as other methodologies may have taught you. Buyers purchase from an expert, not a friend. Likability doesn’t factor in to your ability to diagnose a problem and work with the prospect to fill the gap.
What Is The Gap Selling Methodology
The Gap Selling Methodology is a sales technique that shifts the focus of the sale from your product to the buyer’s problem. In old-school selling methodologies, focusing on the features and benefits of your product meant the buyer had all the power when it came to understanding the prospect’s true needs. With Gap Selling, we teach you how to find the gap– the space between the buyer’s current and future states– and utilize that information to sell to the real problem the buyer is experiencing.
HOW IS IT DIFFERENT
FROM OTHER METHODOLOGIES?
Gap Selling teaches you how to be problem-centric. We don’t pitch about our product or service, and we don’t try to find the customer’s “pain point” to manipulate a sale. Gap Selling is a collaborative effort with the buyer to identify the true source of the problem, evaluate the cost of that problem, and work together to find a solution to fill the gap.
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