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

Gap Sell Keenan

The best sales discovery calls actively look 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, 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.

Will Matt Walsh, with Noted Analytics, find a problem Keenan or ASG has in order to sell him? Or will he walk away with some valuable sales tips from Keenan's coaching?

In Gap Sell Keenan, if they can find a problem that ASG has that their service or product solves, Keenan will buy. If not, he gets to coach them and it can be brutal.

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