Moving on to step two, with a good understanding of their terrain, it's time to dig deep into the specific problems at hand. It's not about selling a product; it's about providing a solution that genuinely bridges the client's gaps. If my memory was erased and I had to start over in sales and I could only use one tool to train myself--it would be this book. Essentially, they are mainly interested in swapping their current discomfort for comfort or want something better than they currently have.

Note: this book guide is not affiliated with or endorsed by the publisher or author, and we always encourage you to purchase and read the full book. In this model the salesman positions himself as a consultant to the client, akin to a doctor who tries to discover the cause of the symptoms of the patients.

It is OK to walk away if you discover that you are not the right fit and cannot solve their problems. Now sales methodologies have been around for years, looking at Google there are at least 10 in circulation today.

The most practical guide I’ve ever read on executing to the unchanging principles of successful selling. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. You have to keep up with the latest developments in your industry especially as pertains to your products.So I have another project of sending learning inspirational quotes everyday to 250+ leaders in my acquaintance.

A solution seller will address the root of a problem, but this approach neglects the perception of need. You contact a contractor who approaches you saying he needs 1000 feet of new metal piping for an upcoming job retrofitting pipes in an older high rise building. However, if this is your first time with some of the concepts, comprehension may come a little slower. Being a consultant myself, after reading this book I felt my lack of updated knowledge on selling made me lose many selling opportunities, although I cannot blame myself too much as this book was published in 2018 only.Future thinking: You should be able to connect the dots and see into the future, so you can predict potential problems your prospect might run into and cross-sell later on. After you've established a clear picture of the current state, it's time to highlight the future state. First are technical problems – what specific limitations exist with current products, tools, or capabilities? You work in the sales department of a supplier that sells plumbing supplies to contractors in your region.

Gap selling advocates for this shift, urging sales professionals to prioritize discovery over mere promotion. Some components of that current state include Facts, Problems, Impact of the Problems, Root Causes, and Emotional State.Finance is provided by PayPal Credit (a trading name of PayPal UK Ltd, Whittaker House, Whittaker Avenue, Richmond-Upon-Thames, Surrey, United Kingdom, TW9 1EH).