A New Framework to Drive More Sales

Today I did a BrightTALK presentation for the Sales Xpert Channel.

I talked about what I call “Gap Selling” or “Selling to the Gap”

Selling to the Gap is based on the concept that when people buy, there is a “gap” between where they are today and where they want to go, and it’s this gap that drives the value and probability of closing the deal.

Selling to the gap is a simple process that adds tons of value to salespeople looking to increase their close rates, accelerate the sale and maintain greater control over the sales process.

Based on the idea that all sales evolve around changing from a current state (where the prospect is today) to a future state (where the prospect wants to go), gap selling helps sales people get to the intrinsic motivations, and the desired outcomes, of their buyers.

You can listen to it here.

Let me know what you think.

Do you sell to the gap?



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  • Lucy

    Sales is more than just getting customers from one state to a future state. I feel that this definition is too vague. My dishwasher gets my dishes from one state to a future state. ­čÖé IMHO, I think sales is more fulfilling a need with a specific solution and then extracting economic value for filling that need.