Home Gap Selling

Concentrates on mapping the distance between buyers’ current circumstances and their aspirational future state. Rather than emphasizing product features, this methodology requires sellers to investigate customers’ problems, motivations, and business objectives thoroughly.
The objective is discovering what prevents buyers from reaching their ideal outcomes and positioning solutions as the bridge closing that gap.

• Precisely defining the buyer’s current state, including existing challenges and constraints
• Understanding the buyer’s envisioned future state and desired outcomes
• Diagnosing the gap separating current and future states
• Quantifying this gap’s impact across financial, operational, and emotional dimensions
• Presenting solutions as the direct pathway to closing the gap and delivering results

• Maintains strong emphasis on solving authentic customer problems
• Helps compress sales cycles
• Expands deal sizes by uncovering deeper requirements

• Demands advanced discovery capabilities and critical thinking
• Challenges representatives accustomed to traditional product-focused pitching