My Chapter-by-Chapter Adventure into "Gap Selling"

I’ve decided to revisit one of my all-time favorite sales books, “Gap Selling” by Jim Keenan. This book has been a game-changer for me, and I think it’s time to dive back in and share its golden nuggets with all of you. Over the next few weeks, I’ll be posting chapter-by-chapter summaries and insights. Whether you’re new to the book or a seasoned sales pro, I hope you find these posts as enlightening and entertaining as I do. Let’s kick things off with Chapter 1!

Alright, everyone, get ready because the sales expert Keenan . is in control, and he enjoys driving fast and furious like Vin Diesel to reveal that the key to mastering sales is in a straightforward concept known as "the gap."

Hold onto your sales quotas, because things are about to get real.

The Current State: Where We’re All a Hot Mess

Imagine your customer’s current state as a chaotic scene from a sitcom. They’ve got problems. Big ones. And your job is to dive into that mess like a reality TV star looking for their next big drama. You need to understand their challenges, their pain points, and why everything in their world feels like it’s one step away from a disaster. Without this deep dive, you're just another salesperson trying to peddle a product they don’t even care about.

The Future State: A Land of Milk and Honey

Now, imagine whisking your customer away from their sitcom chaos to a serene utopia. A place where all their problems are solved, and everything is just peachy. Your mission, should you choose to accept it, is to paint this beautiful picture. Show them the promised land where their headaches are gone, and their dreams are coming true.

The Gap: The Epic Journey of Transformation

Here’s the kicker: the gap is the epic journey from the current state (hot mess) to the future state (land of milk and honey). Think of it like a movie montage – you’re the mentor guiding them through this adventure. Your product or service is the magical elixir that will get them from point A to point B. Highlight this gap like it’s the Grand Canyon and show them how you’re the only bridge that can get them across safely.

Value-Based Selling: Be the Hero, Not the Salesperson

Customers don’t care about your product's snazzy features. They want solutions. They want to be the hero of their own story, and you’re just the trusty sidekick with the perfect gadget to save the day. Focus on the impact your solution has on their world – how it can turn their chaotic sitcom into a feel-good ending.

How to Nail This in Real Life:

1. Ask the Right Questions: Channel your inner detective and dig deep into their problems. Think Sherlock Holmes, but with less pipe-smoking and more empathy.
2. Paint That Picture: Help them see the glorious future where their problems are mere memories. Use vivid imagery – you’re Bob Ross, and their future is a happy little tree.
3. Focus on Impact: Always bring it back to the difference your product will make in their lives. You’re not selling features; you’re selling the dream.

So there you have it, the first chapter of Gap Selling, served with a side of humor. Remember, the gap is your friend, and understanding it is your ticket to sales glory. Now, go out there and be the bridge your customers need – and have a laugh while you’re at it.

Got any gap-selling stories? Share them in the comments below – let’s swap some war stories and maybe even have a good chuckle!