From the course: Cold-Calling Directors and Executives
Join today to access over 22,600 courses taught by industry experts or purchase this course individually.
Gap selling
- Now something to consider is people don't buy because of the product they buy because of a problem. In Percy Whiting's, "The 5 Great Rules Of Selling." He once said, "Last year over 1 million people bought quarter inch drills. Not because they wanted quarter inch drills, but because they wanted quarter inch holes." So this is another word on assertiveness. The most assertive way to sell is through something called gap selling. Now, this is a technique written about by an American sales trainer called Keegan. The theory is that once you've established the pain and requirements of your prospect, and you're confident that your product solves those, and the logistics like timescale and budget have all been discussed and cleared. There is no close. Of course they'll buy your product or service because it solves the issue. Why would they not? Now, this is done by relentless questioning. It's again, asking why? I've…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.