Gap Selling takes a problem-centric approach to approach. The “gap” refers to the space between a prospect’s current state and their future state or “where they want to be.… See more

“Identify a need and sell it.” It’s sales advicethat you’ve probably heard before, and on the surface, it makes sense. A computer sales rep won’t know what to recommen… See more

Understanding your prospects’ current station and where they want to be requires asking the right sales questions. In Gap Selling, Keenan shares four types of questions t… See more

Gap Selling is a question-heavy sales methodology. In fact, Keenan says that you should spend a quarter of the sales cycle on learning your prospects’ current and future state… See more