Using GAP Analysis to Convert Prospects into Buyers

Using GAP Analysis to Convert Prospects into Buyers - Brian Tracy

As a salesperson, you are in the business of GAP analysis. You are a “problem detective.”

Your job, somewhat like a police inspector searching for suspects, is to find problems for which your product or service is the ideal solution. In a way, your product or service is a key. You make calls looking for locks that your key will open. In the prospecting phase, you insert the key and find that it fits. In the presenting phase, you twist the key and open the lock. In the closing phase, you turn the handle and push the door open.

Clarify the Need or the GAP

Before you begin a sales presentation, it must be clear to the prospect that there is a distance between where he is and where he could be. The prospect must recognize that he has a need that is unsatisfied or a problem that is unsolved. The prospect must also feel that the gap between the real and the ideal is large enough to warrant taking action.

Learn how to successfully sell by spending more time with better prospects with my Essential Sales Prospecting Checklist.

Build Buying Desire

Buying desire is in direct proportion to the intensity of the buyer’s need on the one hand, and to the clarity of the solution represented by your product or service on the other. This process of taking the prospect from cold to lukewarm to hot is accomplished by the skillful use of questions that uncover the gap and then expand it to the point where the customer is ready to take buying action.

Watch this quick video I made about using GAP Analysis to convert prospects into buyers:

Putting these Ideas into Action

Here are two things you can do immediately to put these ideas into action.

First, ask good questions aimed at uncovering the real need or problem the customer has. Listen attentively to the answers. Never assume that you know already.

Second, the larger the gap the customer sees between where he is today and where he could be by using your product or service, the greater is his desire to buy. Show him continually the size of this gap.

If you want to learn more sales techniques like this click the button below to download my Essential Sales Prospecting Checklist.

Using GAP Analysis to Convert Prospects into Buyers is a post from: Brian Tracy's Blog

via Brian Tracy's Blog http://ift.tt/1oFV8QL

Comments

How to Set Priorities Using the ABCDE Method - Brian Tracy

The more thought you invest into setting priorities before you begin a task, the faster you will get the important things done. The more important and valuable the task is to you, the more motivated you are to overcome procrastination and launch yourself into the job. William Matthews said, “The first law of success is concentration – to bend all the energies to one point, and to go directly to that point, looking neither to the right or to the left.” Today, I want to share a method of time-management for setting priorities that I’ve been using for years, called the ABCDE method. FREE TIME MANAGEMENT TOOL: Download the ABCDE Checklist PDF The ABCDE Method The ABCDE Method is a powerful priority setting technique that you can use every single day. This technique is so simple and effective that it can make you one of the most efficient and effective people in your field. The ABCDE list is a to-do list on steroids when it comes to learning how to prioritize . The power of t...

lynda - Jane Wurwand, Founder of Dermalogica, this week on Glambition Radio

Jane Wurwand is not only the founder of the #1 brand of skin care in the world, but she’s also changing women’s lives on a global level . I’m thrilled to have her as my guest on today’s episode of Glambition Radio . Jane (originally from the UK) and her husband launched their business back in 1983 in Marina del Rey, CA with $14,000, no bank loans and no investors. Today, Dermalogica boasts sales of more than $250,000 million a year and is sold in 86 countries around the world! It’s a true rags-to-riches story, and she tells all in our interview . What many people may not know about Jane is that she is also fighting to empower women all over the world. She founded FITE , Financial Independence Through Entrepreneurship, which invests in local grassroots initiatives to help women and girls become leaders . To date, her FITE program has helped fund more than 40,000 loans for women to start or grow businesses in over 65 countries! (Visit JoinFITE.org to see how you can get involved.) O...

SMART Goals 101: Goal Setting Examples, Templates, and Tips - Brian Tracy

I think you’ll agree with me when I say: We’ve all heard that SMART goals are important . But a lot of people are left with questions about them, for example: What exactly are they? How do we use them correctly? Are they really contributing to your success? Here’s the deal: When it comes to achieving success, one of the most important steps that you can take is setting good goals. It is also important to recognize, though, that not all goals are created equal. In this article, we’ll take a look at a special class of goals called SMART goals and how you can use them to heighten your chances of success. FREE SUCCESS TOOL: Brian Tracy’s 14-Step-Goal-Setting Guide What is a Goal? A goal can be any objective that you set for yourself and push yourself to achieve. Sometimes that goal may be small (like waking up an hour earlier than you normally do) and sometimes it may be larger (like earning a promotion). But here’s the kicker: While having goals of all kinds is almost ...

Collection of Motivational Speakers

Search This Blog