Gap Selling

Gap selling’s all about figuring out the gap between where a customer currently is and where they want to be in the future. Questions are used to explore this and develop a dialogue with the customer. It’s a problem-centric approach to sales, designed to help you meet the customer’s true needs. Because before you can solve a problem, you and the customer need to get to the root of what it is.

Gap selling allows you to use your expertise effectively, by gaining a deep understanding of a customer’s unique situation. You’ll collaborate to discover their true problem, which will help you build trust. And all the discoveries you make together will create a more satisfactory outcome for you and your customers.

By the end of this course, you’ll be able to:

• Define the difference between solution and gap selling
• Explain the 5 elements that make up a customer’s current state
• Choose questions to establish the gap between a customer’s current and future states

Why take this course?

Sales managers, executives, and representatives all need to understand the ins and outs of gap selling. This course will help you define the difference between this methodology and more traditional approaches to sales. It’ll walk you through what makes up a customer’s current state. And it’ll show you how to use questions to figure out the gap between this and their ideal future state.

10 mins | SCORM | Infographic