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

by Keenan

Learning to deconstruct your customer’s current state and use that information to their benefit is a skill that, once learned, will elevate your value and serve as an important differentiator between you and other salespeople. It’s a process that takes concentration and patience, but provides extraordinary value to your customer and to yourself. Analyzing the factors causing your customer’s current state gives you the key to figuring out how your product or service can help them, thus propelling them toward the better future state they want to achieve

Establishing your customers’ current state (pain) while anchoring them in the future state (pleasure) primes them to be open to, and even enthusiastic about, allowing you to help them plan for the journey that will take them across the chasm. As you help them see the gap they have to cross, they’ll determine the value of filling it.