In this model the salesman positions himself as a consultant to the client, akin to a doctor who tries to discover the cause of the symptoms of the patients. If I start peppering the contact with questions they will just get turned off and go to the competitor that's just going to give them the damn timely quote they want. From actionable tips and tactics to hiring gap sellers to managing gap selling teams, this book has everything you need to know about selling to the gap. His recent session at Inbound 2018 made a huge impact on the audience, where he discussed problem-centric selling.

Probing questions get the client to either think more deeply about the issue or consider something that they hadn’t thought of before. Get them to let you help: If a client is not willing to let you help them, then you will not be able to embark on the sales journey with them.The ways in which the problem affects the company, and any quantifiable data associated with that, like the cost for not solving it. This book does not teach you how to close a deal, sales are not about closing a deal, it is all about the ability to identify and help others for their problems. After you've established a clear picture of the current state, it's time to highlight the future state.

TL;DR: If you want to Gap Sell more effectively, bucket your lines of questioning into Current State, Desired Future State, and How Big Is The Gap Between The Two. It actually makes sense, but then you would rather want the title of expert consultant and would want to charge appropriate rates for your time and effort. Esto puede parecer una obviedad, pero muchos ventas se centran en hablar del producto o servicio de manera automática, sin pensar primero en cómo su oferta podría impactar positivamente. Finance is provided by PayPal Credit (a trading name of PayPal UK Ltd, Whittaker House, Whittaker Avenue, Richmond-Upon-Thames, Surrey, United Kingdom, TW9 1EH).This seller has been dependable and prompt for multiple transactions now, furthering my trust in them. If every sale is about change, then every sale is about emotions as well, because all changes are, by definition, emotional.

The author majorly works on the above concept providing techniques to follow to lead the sales funnel.This "problem-centric" approach creates a highly relevant sales conversation and makes closing the sale almost an afterthought. Una anécdota: en una de las empresas en las que trabajé, un responsable de zona hablaba de la "pasión a la hora de vender".