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GAP Selling - Coggle Diagram
GAP Selling
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9 Truths of Selling
No Problem No Sale
Create a Problem Identification Chart - 3 Columns - Problem, Impact & Root Cause.
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How To Play
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Problem Identification Chart - Problems You Can Solve, Impact to Organization, Root Cause(What I know about the problem)
Discovery
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Provoking - Open Ended Questions that gently push customers to consider their current state from a new perspective.
Tell me how this issue is affecting you, Describe the impact of this issue, What are the consequences of this problem?
What happens when you..? Has there ever been a time when? If you did X what do you think would happen?
Validating - Not Open Ended Questions - Allow you to repeat information you gather back to the customer, to make sure you've understood everything they told you.
Am I Understanding you correctly, Did I Get this right?
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After - Does the prospect have a problem you can fix? Does the prospect agree they have a problem? Does the prospect want to fix the problem? Will the Prospect go on a journey with you to fix the problem?
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You want the customer to define the future state clearly, no open ended answers.
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If the company would hire you as a consultant, because you know so much about what they do, how they do it & what impacts their outcomes, you'll have perfected the technique.
The Kickass Demo
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No Ifs - You must already know their problems from the discovery, no "If you have this problem etc."
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Anchor Your Customer - After every feature, ask questions like - Can you see how this feature improves x, do you see how this will, can you see how this will x
Order the problems from your PIC in terms of impact, then create your demo map based on that.
The Pipeline
- Nail Down The Decision Criteria - Ask them to outline it - How are you going to decide what's the best solution for you? What are the most important factors in helping you make your decision?
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Prospecting
Prospecting Prep
Build a Healthy Pipeline
Quota, Closing Rate, Size of Pipeline
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Think Like a Buyer
Always include their problem/set of problems, the conversation is them centric.
How to Capture Attention
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It's the Message, Not the Medium
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Email = Subject Line, Intrigue, The Offer, The Ask, Overall Value, Length, Relevance, Readability.
Cadence - Contact them up to 12 times, at times 9-10 Challenge them.
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Managing The Pipeline
Pipeline Review
Do my people understand the customers current state, their future state & can they identify the gap?
Insist on specific, definitive data
Follow close rates, average deal size, sale cycle & number of deals in pipeline of your sales reps.
Healthy Pipeline Checklist - Accurate Close Dates, Accurate Quarterly Commits, Clear Next Step(Next Yes), Clear Deal Strategies & Evidence for all of them.
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Be an EXPERT, not a FRIEND.