Gap selling pdf

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Gap selling pdf

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The step-by-step process outlined below will help you implement the Gap Selling methodology in your organization Gap Selling is a collaborative, empathetic process, which, like Customer-Centric Selling, allows the buyer to take the lead. Unfortunately, implementing this methodology isn’t as easy as it sounds. What makes this process unique is that discovery spans the entire sales process Gap selling is a problem-centric approach to sales in which reps look at the full scope of the customer’s problem and identify their “gap,” or the difference between where the customer is today and its ideal future. Reps need to stay in problem-centric mode during the entire sales process and constantly look for new ways to deliver value to the customer Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. While Gap Selling operates on a relatively simple framework, mastering the strategy isn’t easy. This involves asking questions, listening actively, and demonstrating a thorough understanding of the customer’s requirements Gap Selling () by Keenan is a must-read for anyone in sales who wants to take their game to the next level. Keenan says the ,  · GAP selling (or GAP analysis selling) is a sales methodology that focuses on identifying and addressing the gap between the customer’s current situation Gap selling helps reps gather as much information as possible about where the prospect is now, where they want to be, and the reason for the discrepancy between the Gap Selling is not about manufacturing the perfect sales pitch; it's about becoming an ally in your client's quest for a solution. It invites you on a journey to transform the selling Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. Closing that gap becomes the foundation for all future sales conversations Keenan's no-nonsense, laser-focused approach hits you with the hard truths about selling, debunking stale sales myths and replacing them with a dynamic, problem-centric framework that's all about the gapthe gap between the buyer's now and their better tomorrow How to put together a winning Gap Selling strategy. What makes this process unique is that discovery spans the entire sales process. Today it is one ofOECD Members. In his unapologetic and irreverent style, Keenan breaks 3,  · Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the ision to buy (change) or not to In this article, we’ll go over everything you need to know about gap selling, including the specifics of the methodology, the exact questions you need to ask to determine a 2,  · Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Currently reading Gap Selling by Keenan and I find it to be contrarian to the commonly preached sales processes (at least in my limited B2B SaaS experience) where Budget, Japan joined the OECD in, becoming the Organisation’sst member country and its first from the Asia-Pacific region. Explore our 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 Book Description read ebook Online PDF EPUB KINDLE,Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections Gap Selling only consists of three steps: learn your prospects’ current state, determine where they want to be, and close the gap. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a eptively powerful new way to connect with buyers The GAP selling methodology includes four stepsIdentify the customer’s needs: The first step in GAP selling is to identify the customer’s needs and goals. Here's why this book is worth your time: With its straightforward and practical approach, it offers actionable strategies to close the gap between the prospect's current situation and their desired outcome In Gap Selling, Keenan explains his methodology in complete detail — why you should focus on uncovering your prospects’ problems, the four steps of the discovery process, how to set the right cadence, and more Gap Selling is a collaborative, empathetic process, which, like Customer-Centric Selling, allows the buyer to take the lead.