Ever since the internet became a thing, however, we entered a new age – the “Age of the Show-Me Economy.

The first “yes” can be the most challenging, yet with a gap prospecting framework you will be as set-up for success as possible. Leading with value will enhance the experience, challenge the client, and build a stronger foundation. This is your chance to be a detective, to find out what's corroding their situation, and truly understand their world.The “gap-selling” method goes by many different names at different organizations, but it is here to stay. It started with a spur-of-the-moment sketch on a whiteboard to help a sales team better understand his approach to discovery. It's one thing to know the pipes are corroded, but another entirely to comprehend the true impact on the contractor and tenants. You’re not parroting a features-list, you are listening to a prospect and figuring out a solution to their problem. Your goal is to help options see the current state objectively, so they can make better decisions about where to go next.

Through many examples Keenan is successful at convincing us that the old dashing model of selling it ‘dead’. Fourth is the root cause of that problem, which could be that their sales reps are too busy prospecting to manually enter the information. I have trained all age groups, levels of hierarchy and sectors, and the above 4 symptoms are present the older they get and the higher they go and the more glamorous the sectors get.While it doesn’t seek to do anything revolutionary, Keenan’s approach to discovery is a valuable way to reframe your conversations with prospects and to empower salespeople to be problem-solvers rather than product-pitchers.

That’s why the first exercise he does with a sales team is to have each rep fill out a problem identification chart. This is a strong introductory read for someone starting an SDR role and pairs well with the Challenger Sale. However, if this is your first time with some of the concepts, comprehension may come a little slower. It actually makes sense, but then you would rather want the title of expert consultant and would want to charge appropriate rates for your time and effort.Before you start trying to give the client advice, he wrote, you have to understand what they’re doing now. This seller has been dependable and prompt for multiple transactions now, furthering my trust in them. In the opinion of sales coach Keenan – the CEO and president of sales consulting firm A Sales Guy Inc.