Gap Selling

same formula as Zig’s closes always did. Ask compelling questions, address the customer where they are, remove the barriers to closing the sale, add tremendous value, and blow them away with your generosity. Even the principle of “But wait, there’s more”

Good salespeople, we’ve long been told, are skilled problem solvers. They can assess prospects’ needs, analyze their predicaments, and deliver the optimal solutions. This ability to solve problems still matters.

Aligning interests is critical to finding Common Ground. Sales isn’t about convincing somebody to do something that’s not in their best interest. Ideally, you should want exactly what your prospects want: the satisfaction of their desire or the resolution of their problem.

Gap Selling teaches you how to be Problem-Centric™. We don’t pitch about our product or service, and we don’t try to find the customer’s “pain point” to manipulate a sale. Gap Selling is a collaborative effort with the buyer to identify the true source of the problem, evaluate the cost of that problem, and work together to find a solution to fill t