Gap Selling Sales Training Vor- und Nachteile

Gap selling sales training complete reversed the current approach to the sales process. Made one realize that one must understand the prospects' current situation, the root causes, the impact to the business based on the current situation along with their emotional state.

Based on the above information, is there a GAP large enough wherein the customer understands the value of your product and the business problem its going to help resolve to meet the needs of the customers' future state.

Prospect/Customer has to be willing to go on a journey with you. Every sale is made up of many mini sales. You have to earn the right to engage with the customer at every single stage of the sale. Continually educate your customer. By providing and establishing value, pricing becomes non-negotiable and justified and ensure the sales cycle is smooth coming to a fruition with an executed contract. Bewertung gesammelt von und auf G2.com gehostet.

Gap selling is applicable to any and all aspects of selling. Nothing to dislike. Bewertung gesammelt von und auf G2.com gehostet.

Through the use of strategic questions and relentless data driven probing, you can establish yourself as an industry expert and "earn the right" to ask the questions you need answered in order to better understand your prospect's problems. Bewertung gesammelt von und auf G2.com gehostet.

There was not much that I disliked as this was my first experience with sales at this level. I took in as much as I could and through the use of the resources at my disposal, I continue to learn every day. Bewertung gesammelt von und auf G2.com gehostet.

Watching Keenan videos

---> I love hearing stories on how Gap Selling is being effectively used in other organizations.

---> I also love hearing Keenan tell stories. The LinkedIn live video was pretty sweet! Bewertung gesammelt von und auf G2.com gehostet.

I wish the Gap Selling community was bigger so that our organization could collaborate with another organization to better analyze the impacts of incorporating the methodology. Bewertung gesammelt von und auf G2.com gehostet.

Having had many sales training courses over my 15 year career, I've found that GAP selling is a timeless approach that spans all industries. By switching my focus to understanding my customer's problem and the business impact, I can create more value in the sale by solving it. It's a good feeling being confident in my pipeline/commits/closing deals b/c I'm GAP Selling! Bewertung gesammelt von und auf G2.com gehostet.

Nothing to dislike because you are able to focus on the entire sales cycle so there is so much to learn. Even the most Senior Sales Execs can benefit from this. Bewertung gesammelt von und auf G2.com gehostet.

Problem identification and the questions you need to ask in order to uncover a problem. I love how deep the question "WHY?" can go when you are looking for problems. I feel that many people will only scratch the surface of what needs to be understood when product-centric selling. Problem-centric selling takes is so much deeper to the point of understanding the entire business, just to be an expert on solving 1 problem Bewertung gesammelt von und auf G2.com gehostet.

Nothing - Keenan did a great job with his book, but didnt stop there. The seminars, the linkedin posts, the videos, the slack channel, etc. Keenan has taken his idea and made an entire community around it, which is a win win! Keenan gains a following and monetizes his business, while we have an entire community to bounce ideas off of, and share experiences with. Bewertung gesammelt von und auf G2.com gehostet.

Customer focus. Each account feels more exciting and stimulating when you focus on their unique problems rather than pitching a product day in day out. Glad I got this training early to make sure I'm focusing on accounts with problems I can solve. Bewertung gesammelt von und auf G2.com gehostet.

At the same time, obviously its a starting point. Gives some GREAT fundamentals, but can't be considered the end-all be-all of sales. Would be unfair to expect that from just one source in any case. Bewertung gesammelt von und auf G2.com gehostet.

Keenan's forward thinking philosophy and focusing on the problems you can solve. You need to be able to help the prospect and yourself quantify how large of a Gap there is between where they are and where they want to be. That then helps to show them the value of your product/solution and acts as a key differentiation between you and competitors. Bewertung gesammelt von und auf G2.com gehostet.

There were no breakthrough methodologies within GAP Selling. I would not say this is an inherent bad thing or I dislike it, but GAP Selling was taking your old selling methods and revamping them. Showing you how to reassess what you've been doing all these years and do it correctly. Bewertung gesammelt von und auf G2.com gehostet.

Keenan's energy kept everyone engaged and the material was spot on as well. It was definitely a lot livelier and interactive than other sales trainings I've been through. Bewertung gesammelt von und auf G2.com gehostet.

As with all training, you want to see immediate results. We'll just have to trust the process and be diligent in implementing what we learned. Bewertung gesammelt von und auf G2.com gehostet.

The thing I liked the best about GAP Selling was the common sense approach it took with learning the game of selling. It reconfirmed why empathy and customer-centered selling is the most powerful way to connect and align one's solution with customer problems and requirements. Bewertung gesammelt von und auf G2.com gehostet.

The only area of the training that wasn't addressed was positioning your product/service against the competition. GAP Selling is focused on aligning your product/service with the customer's business GAP. Bewertung gesammelt von und auf G2.com gehostet.

Ich liebe die PIC-Liste und das Framework, das verwendet wird, um sowohl den Unterschied zwischen den zukünftigen und aktuellen Geschäftszuständen unserer Interessenten zu verstehen als auch zu vergrößern. Bewertung gesammelt von und auf G2.com gehostet.

Ich wünschte, es wäre etwas länger und hätte ein wenig mehr Extrapolation. Bewertung gesammelt von und auf G2.com gehostet.