Keenan

I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change.

Anything that forces people to have to think is not an easy sell, which highlights the challenge of questioning in our everyday lives. Also Might Like… 13 Must Read Sales Books to Become a Badass Sales Person [Updated]Could This site uses cookies and similar technologies to give you the best user experience. By continuing to use this site, you agree to the placement of these cookies and similar technologies.

Although I address in the book, I have struggled to articulate, at the granular level, how to ask the really dope, sophisticated level questions required to be an amazing Gap Seller. It’s a literary work of art for those who want to understand the power of questions and learn how to question better. It’s not structured for selling, but rather for innovation or learning, but it’s close enough that those who are committed will be able to translate what they learn into sick discovery questions. The business-innovation guru Clayton Christian – himself a master questioner – observes that questioning is seen as “inefficient” by many business leaders, who are so anxious to act, to do, that they often feel they don’t have time to question just what it is they are doing.

* Not enough sales people understand the game/rules of sales * Too much reliance on selling tools. * Not enough training in the industry/space * Little respect for prospects and buyers time Sales is the greatest profession in the world in my opinion