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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. As Keenan states, “prospects will be more willing to meet you with because they will see it’s in their best interest to do so. While you may have been trained to answer a prospect's questions with canned responses and rehearsed pitches, gap selling requires that you listen carefully to what they are saying. Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion.
Probing questions get the client to either think more deeply about the issue or consider something that they hadn’t thought of before. Gap Selling is short and sweet enough to be read in one day but contains enough depth that you’ll be unpacking Keenan’s methodology for the rest of your career. Don’t try to sell right away; instead focus on communicating that you can help them fix their problem. It can get uncomfortable asking the number of questions you need to ask to get a full picture of their gap, but it’s effective, Scalera said. This is your chance to be a detective, to find out what's corroding their situation, and truly understand their world.
This includes things like where the company is located, who it sells to, the size of its team and the industry it’s in. Keenan refers to the nine that follow as “the truthbombs of selling” and says that they govern every sales transaction that has ever happened or will ever occur. The technical storage or access is strictly necessary for the legitimate purpose of enabling the use of a specific service explicitly requested by the subscriber or user, or for the sole purpose of carrying out the transmission of a communication over an electronic communications network. In “Gap Selling” Keenan brings the sales methodology up to the modern day, using modern tool and techniques.
And you need to ask good questions, which you’ll be able to do with more understanding of the business and practice.Your goal here is developing deep familiarity with your prospect's business – their industry, competitors, goals, challenges, and prior history. I’ve already read it twice, and look forward to deconstructing specific chapters to dissect certain ideas even more.
To give you a better idea of its cost, that's more than twice as expensive as gold and 154 times more than silver. It's very similar than what we do in coaching, where we get leverage and understand what NOT acting would mean for us in the future. Gap selling is a technique that relies on credibility rather than friendly rapport, making it an excellent strategy for salespeople who want to be seen as experts in their industry. Most feel that conventional salespeople seem too scripted, pushing products before understanding needs. 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.Harvard Business School professor Rosabeth Moss Kanter identifies 10 threats that can trigger negative emotions and kill a budding sale: loss of control, excess uncertainty, surprises, too much change at once, loss of face, insecurity, extra work (for the other party), ripples from your actions to others in their lives (the “ripple effect”), resentment from past interactions with you or your company (“past resentments”) and real danger for either party if things go poorly. Getting to the bottom of what motivates change is what the last three truthbombs of selling encompass. It also helps sales reps understand how they can leverage Wingman to improve their conversations with prospects, so they can make informed decisions about whether or not someone is likely to purchase. Now that I am moving away from a sales-specific role some parts of the book remind me how much of an echo chamber sales communities can be.
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