30 Minutes to President's Club | No-Nonsense Sales #82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
Nov 17, 2021
In this discussion, Keenan, the author of Gap Selling and CEO of A Sales Guy Consulting, shares vital insights on enhancing sales effectiveness. He advocates for moving away from scripted dialogues, emphasizing a problem-centric approach. Keenan stresses the importance of understanding clients' desired future states and condensing complex problems into simple solutions. He also highlights the role of empathy in addressing diverse stakeholder concerns and offers strategies for mastering product demos that align with real business challenges.
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Problem-Centric Questions
- Ask problem-centric questions to diagnose the buyer's problem quickly.
- Focus on understanding the reason for the call and the problems they're facing.
Problem Identification Chart
- Use a Problem Identification Chart (PIC) to guide your questions.
- This chart lists problems, their impact, and root causes, helping you steer the conversation.
Stop Using BANT
- Stop using the Budget, Authority, Need, and Timeline (BANT) framework.
- It makes you look like a clown, so avoid those questions.
