gap selling

Want More Sales? Sell Less

Increase Sales Metrics by Targeting Solutions A buyer’s inherent objection that all high-performing salespeople deal with is doubt. I don’t mean doubt in the salesperson’s abilities or solution necessarily, though that certainly is a real factor. I’m talking about the buyer, the prospect, the patient, doubting whether or not they even have an issue that …

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Sell Them a Hole

Encourage Sales Talent to Think Through The Prospect’s Mind When you are doing a little do-it-yourself project on the weekend and you find you need to make a quarter-inch hole in the wall, you go to the hardware store. Why? Are you buying a quarter-inch drill bit, or are you really buying a quarter-inch hole? …

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3 Steps to Resolving Objections and Winning the High Ground

Here’s a tip I’ve learned in my travels through the sales landscape – words matter! The words you use help frame the situation. And how you frame the situation will either expand or limit your options in resolving objections and mastering negotiations. Consider the negotiation process. There’s plenty of phraseology out there that highlights “battling” …

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Bridging the Gap: Asking Questions to Drive Your Prospects Interest

  In the last post, we explored the potential of enhancing your evaluation process by asking sales questions. In this post, we’ll take a deeper dive into using the questioning process to build increased interest in your prospects.   Previously, we used a river as an analogy to develop a questioning model. In this river …

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