Gap Selling Methodology

Not a sales methodology, THE selling methodology

There’s a hole in your sales education, a set of important concepts you’ve never been taught. Gap Selling changes everything you know about sales and what it takes to become a top seller in the 21st century sales game. 

Program Outcomes

  • Closing happens at the beginning of the sale. We call it opening. The sale is contingent on how well you open. Learn to be an opener. HINT: Discovery!
  • Kickass sales demos are game changers. Learn how to ditch the feature dump and start truly demonstrating.
  • Stop losing deals that should close. No more discounting, losing to status quo, buyers going dark.
  • Understand the psychology of change. When we buy, we make a change. But people don’t like change.

Program Themes

Busting Sales Myths, How to Qualify, How to Ask Powerful Discovery Questions, Kickass Sales Demos, and Objections Handling.

FORMAT Self Paced Online Course
START DATE Start Anytime*
QUANTITY 1
TIME 6-8 Hours
PRICE $499

*365-day access from date of purchase.

What You’ll Learn

Intro to the GAP

Sneak Peak

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10 Video Lessons

Sales Myths: Why they hurt you
Why You Don’t Need to be Liked
Know the Game of Sales
Test Your Own Opportunities
What it Means to Sell
Sales is Change Management
Current State Information
Future State Information
The Gap Defined
Understanding Buying

2 Activities

Deal Review
Your Buying Journey

Problem Identification

Sneak Peak

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7 Video Lessons

Business Problems
Problem Identification
Your Buyer’s Problems (Exercise Intro)
Technical Problems vs Business Problems
Quiz Intro
CRM Deal Review (Exercise Intro)
Creating a PIC

4 Activities

CRM Review
Knowledge Test
CRM PIC
Company PIC

Discovery Part 1

Sneak Peak

Watch the Video

10 Video Lessons

Intro to Discovery
How to Qualify
Understanding Budget vs Affordability
Understanding Buying Power
Understanding Need
Understanding Timing
Qualification Criteria
New Qualification Criteria
Defining Everything
Objectives of Discovery

2 Activities

Define Quiz
Discovery Quiz

Discovery Part 2

Sneak Peak

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8 Video Lessons

Command Statements
Types of Questions
How to Use Questions
Measuring the Gap
Enough Value?
Types of Currency
No Gap No Sale
How Do You Feel?

1 Activities

Types of Questions Quiz

Demo/Solution

Sneak Peak

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7 Video Lessons

Intro to Demos and Presentations
Demos (Exercise Intro)
Choosing Your Style
No If’s
6 Feature Demo
Psychology of Anchoring
Conclusion

1 Activities

CRM Exercise

Pipeline

Sneak Peak

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12 Video Lessons

Intro to Pipeline
Decision Criteria
Buying Process
The Next Yes
CRM (Exercise Intro)
Using the CRM
Troubleshooting
I’m Confused…
Quantifying the Sale
Objections
CRM (Exercise Intro)
Empathy

3 Activities

CRM Demo Review
CRM Next Steps Review
CRM What’s Missing Review

FREE SAMPLE!

Don’t miss this limited free trial for a taste of our magic

30 MINUTES OF FREE TRAINING
+
FREE ASSESMENT

Meet Your Instructor

Keenan

AUTHOR, CEO A SALES GUY CONSULTING & RECRUITING, FORBES CONTRIBUTOR, KEYNOTE SPEAKER, AWARD WINNING BLOGGER

Keenan is the energetic and lively author of Gap Selling. Keenan is a teacher and coach by nature. He has an uncanny knack for reducing complex issues into simple, bite-size pieces that are easily digestible. Keenan’s approach to training is engaging, direct, entertaining, and personal. He makes you feel as if the training is being delivered personally for you and no one else. Keenan is passionate about sales and has been selling, coaching, teaching and leading sales organizations for over 20 years and his passion and commitment to your success is evident from the second you press play.

Enroll As A Team

You don’t need to go on a solo Gap Selling journey. Get the entire team working towards improvement! Small teams, large teams, small companies, large companies…we’ve got you covered! 

 

 

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