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Gap Sell Keenan Podcast
How to Hone in on Business Problem Solving | Gap Sell Keenan #2

How to Hone in on Business Problem Solving | Gap Sell Keenan #2

Gap Sell Keenan vor 5 Jahren

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24:03

Podcast

Gap Sell Keenan

74 Episoden

A REAL, LIVE sales call where a salesperson tries to Gap Sell Keenan their product or service.

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Watch Gap Sell Keenan Episodes:
https://www.youtube.com/watch?v=I_gFKVd6zbs&list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

In this episode, I have a sales discovery call with Matthias, a
guy who is trying to sell me his platform that facilitates
communication. After hearing his pitch, I talk about how he can
really focus his efforts on business problem solving and how that
can make his pitch a lot more effective.

As the interview progresses, Matthias tries to find the problem
that he can help me with. This is exactly what you should do as a
gap seller. However, where he goes off track is with his
reactions to not finding that problem.

What tends to happen is he asks a couple of questions to get at
my problems but then, when he finds none, he flounders. He begins
talking about himself way too much. It’s clear that he knows his
stuff. He references relevant statistics and literature and makes
it clear that he’s done his homework regarding my business. The
issue, however, is that he does not focus enough on the potential
customer.

The best sales discovery calls keep looking for problems to
solve. Business problem solving is the key to making the sale
because if your potential customer can’t see that they have a
problem, then they won’t be interested in your proposed
solution.

Know exactly what problems you solve with your product or service
and go from there. As you ask questions, pay close attention to
the ways in which your potential customer’s business may overlap
with what you’re offering.

The tips I offer in this episode all revolve around this crucial
issue: asking questions to facilitate your business
problem-solving. With the right questions, and by focusing on
your prospect’s needs, you can make the sale.