Gap Selling
Keenan
Gap Selling is a book by Keenan that provides a comprehensive guide to the sales process. It covers topics such as understanding customer needs, creating value propositions, and closing deals. The book emphasizes the importance of understanding the customer's needs and creating a value proposition that meets those needs. It also provides strategies for overcoming objections, building relationships, and closing deals. The book provides practical advice and real-world examples to help salespeople become more successful.
- Sales Professionals: Gap Selling provides a comprehensive guide to the sales process, from prospecting to closing, and offers practical advice on how to increase sales and close more deals.
- Entrepreneurs: The book provides valuable insights into how to create a successful sales strategy and how to effectively manage a sales team.
- Business Leaders: Gap Selling provides a comprehensive overview of the sales process and offers strategies for improving sales performance and increasing profits.
1. Understand the customer's needs
Gap Selling emphasizes the importance of understanding the customer's needs in order to create a successful sales strategy. It encourages salespeople to focus on the customer's needs and wants, and to use that knowledge to create a tailored sales approach that will be most effective in closing the deal.
2. Ask the right questions to uncover the customer's needs
In Gap Selling, it is important to ask the right questions to uncover the customer's needs in order to provide the best solution. Asking open-ended questions and listening to the customer's responses can help to identify the customer's needs and provide the best solution.
3. Focus on the customer's desired outcomes
Gap Selling emphasizes the importance of focusing on the customer's desired outcomes when selling a product or service. It encourages salespeople to understand the customer's needs and wants, and to tailor their sales pitch to meet those needs. By understanding the customer's desired outcomes, salespeople can create a gap between what the customer currently has and what they could have with the product or service being sold. This gap can be used to motivate the customer to make a purchase.
4. Use the customer's language to build trust
Gap Selling is a great resource for sales professionals looking to build trust with their customers. It provides strategies for understanding customer needs and using their language to create a more personal connection. It also offers tips on how to identify and address customer objections, as well as how to close the sale. With these tools, sales professionals can build trust and create lasting relationships with their customers.
5. Create a compelling value proposition
Gap Selling is a valuable resource for sales professionals looking to create a compelling value proposition. It provides a step-by-step guide to understanding customer needs, developing a unique value proposition, and communicating it effectively to potential customers. It also offers strategies for overcoming objections and closing the sale.
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