Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

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Keenan also introduces the concept of healthy pipeline to understand the projections and commitment done by the sales team to achieve results. Even though we feel that may be a bit of an exaggeration, Keenan certainly knows how to offer value to his readers. However, sales is only one third of the broader approach organizations need to take to increase their overall revenue. It's a great book, but it's for experienced sales people who need a reminder or update their strategy. It just blew my mind how it was able to change the way I think about selling and how everything lives or dies on being able to diagnose business problems,” said Scalera, an account executive at Dooly.

In other words, the difference between the two states pushes your prospects to see value in adopting your product or service. Therefore, a salesperson needs to make it their mission to find that gap and show how they can provide value by reducing the gap. But if you want to sell better, you have to see gaps more clearly, love gaps more dearly, and follow gaps more nearly, day by day. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.The Good: Overall, I found this a compelling and entertaining read despite having read scores of sales books. Sure, your presentation does a decent job explaining what your product does, but it doesn't take a deep dive into what they're experiencing, how they feel about it, and why they need a solution. So apparently the best salespeople are those who identify the problems and can provide solutions to the problems. However no matter how much we wish we did not have to ‘sell’ anymore to sell our products and services, because it is there on the internet, we have found out the bitter truth that we still need to ‘sell’.

Use probing follow-up questions until you grasp the nuances and root causes of their technical and business issues.By focusing on this gap and asking questions about it, you can identify your prospect's specific needs and how they will benefit from your solution. Once you have their attention, make a clear, reasonable ask with an irresistible offer that does not put your product first. The “gap-selling” method goes by many different names at different organizations, but it is here to stay. A Problem Identification Chart should list problems you can solve, the impacts of those problems could have on your client’s organization, and the root causes of those problems.