Gap Selling Flashcards
Your product doesn’t drive the sale, the ____ does.
Problem
Being a great salesperson means…(2 things)
Being able to diagnose the customer’s problem
Understanding the impact the problem is having on their business.
At the heart of every sale, there’s a gap between…
What buyers have now and what they believe the want in the future.
Who they are and who they want to be.
Where they are and where they want to go.
The gap represents the _____.
Without it, there is _____.
Value of the sale to the buyer and the salesperson.
No sale.
If a problem doesn’t exist, there is no…
Sale
Problems get you to the impact and the impact is where…
Urgency, value, and need live and where the sale takes root.
The worst thing you can do at the beginning of a sale is to…(2 things)
Take your buyer’s word for granted (about their problem)
Sell to a need.
A need assumes the prospect…
Knows what they want, and that’s a bad assumption.
Gap selling is a process of…
Tactfully challenging buyers’ assumptions.
Exposing the true size of their problem.
Correctly assessing the impact it will have on their lives.
The more impact, the ______. The larger the gap, the ______.
Larger the gap
More valuable the solution (your product or service)
Every sales is about ____. ______ is ______. Therefore, every sale is _____.
Change. Emotional.
What are the following?
- Loss of control—affects their job, their value at work, etc
- Excess uncertainty—Like with using a new, untested solution.
- Surprise
- Too much change at once—feeling overwhelmed, not enough bandwidth.
- Loss of face—for example, your system replacing something they created themselves.
- Insecurity—what if it doesn’t work out?
- Extra work
- The ripple effect—internal complaints
- Past resentments
- Real danger—does it make jobs redundant
10 threats that cause people to resist change.
The only time we are compelled to let go of the old, stick out our necks, and embrace changes is when we can…
Envision an improved future state over our current state, and when we believe that the benefits of that future state outweigh the cost of getting there, the effort it will require, or the possible pain we will suffer.
You can’t sell a future state unless you have a…
Firm grasp on your customer’s current state.
Selling is a giving profession. Every time you engage with a customer, you have to ask yourself…(plus examples)
“What am I giving?” (E.g., industry information, insight into the market, tips that will make their job easier, the solution to a problem they haven’t been able to solve.)
The following make up the buyer’s _____.
The literal and physical facts about your customer
Their problems
The impact of those problems
The root causes of the problems
What effect those problems are having on your customers’ emotional state
Current state
How clearly and thoroughly you uncover the five elements of your customers’ current state will determine…
How you can provide value to your customers.
Without the future state, it’s difficult to calculate the __________.
value of the deal
You want to give prospects a taste of what they will experience in their _______ so that they’re motivated to take the steps to get there.
future state
Solving problems isn’t just about fixing what’s wrong in the _______, but helping people move toward their _______.
short-term
long-term dreams