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- Gap Selling is a sales methodology that focuses on understanding the customer's current state and future state before introducing a product12. The process involves:
- Finding the prospect's biggest problems at present.
- Identifying the impact of those problems.
- Understanding the prospect's desired future state.
- Identifying the decision-making process.
- Closing the gap between the current and desired states.
Learn more:✕This summary was generated using AI based on multiple online sources. To view the original source information, use the "Learn more" links.How to get started with Gap Selling
- 1. Find your prospect’s biggest problems at present
- 2. Identify the impact of your prospect’s problems
- 3. Understand your prospect’s future state
qwilr.com/blog/gap-selling/The gap selling strategy is based on two fundamental principles, according to Keenan, the framework’s founder:
- First, nobody buys a product or makes a change unless their current situation is untenable.
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