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“Gap Selling” Explained: What Is It and How Does It Work?
When it comes to closing sales, understanding the concept of “gap selling” is key. In order to maximize sales potential, you need to be able to identify and capitalize on opportunities presented by your customers' current needs/wants and future ambitions. Often referred to as a “win-win” strategy, gap selling encourages trust while providing tangible products or services that meet their objectives. By reading this blog post, you will get an in-depth look at what gap selling is, why it's important for your team to understand its principles, and how best practices can help ensure successful implementation.
Gap selling is a sales technique used by sales representatives to identify areas of need or improvement within their customer's operations. It involves identifying gaps between the performance of the customer’s sales team and what they could achieve if they had access to better sales resources and expertise. Sales representatives use gap selling as a way to demonstrate the value-add that their company can provide, detailing how it will help close these gaps, thus bridging the sales service deficit for their client. As such an effective sales tactic, gap selling helps sales teams to differentiate themselves from competitors by providing strategies on how best to meet customers’ needs. While this approach may not always be applicable for every sales situation, it does provide valuable insight into understanding how sales reps can successfully crunch numbers. For example, when presenting tools that measure sales performance over time, reps are able to show customers exactly where improvement is needed in order to reach desired objectives.
"Gap Selling" is a powerful sales technique that can help you close more deals and make more sales. By understanding what it is and how it works, you can start using it to your advantage today. To learn more about "Gap Selling", be sure to check out our website or contact us for more information. We would be happy to answer any questions you may have!
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This presentation is inspired by the article “Gap Selling” Explained: What Is It and How Does It Work?
Down below is the link to the original article. https://funnl.ai/gap-selling-explained-what-is-it-and-how-does-it-work/
