Get to the Problems You Solve First, FAST | Gap Sell Keenan #35

Gap Sell Keenan

English - April 12, 2021 17:08 - 41 minutes - 77.2 MB - ★★★★★ - 13 ratings
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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.

In Gap Sell Keenan, if they can find a problem that ASG has that their service or product solves, I will buy. If not, I get to coach them.