From Prospect To Client: The Art Of Selling To The Gap

In this episode, I’m diving into the importance of asking tough questions during sales calls. We’ll explore how crucial it is to have clarity and truly understand your client's current and future states. I’ll also cover the gap selling technique and how effective it is for high-ticket sales. Plus, I’ll emphasize why it’s so important to quantify the gap and present tailored solutions.

From Prospect To Client: The Art Of Selling To The Gap - Key Takeaways

• Ask the Tough Questions: Don’t shy away from asking your clients about their downturns or issues. Understanding these challenges is key to offering meaningful help.
• Follow-Up Questions: Always ask follow-up questions to ensure you have clarity and a deeper understanding of your client's situation.
• Current and Future State: Focus on both the current struggles and the desired future state of your client.
• Quantify the Gap: Calculate the gap between where the client is and where they want to be. Use specific metrics and details to make this gap clear.
• Present Solutions Effectively: Tailor your solutions to directly address the client's identified problems using their own words.
• Handling Objections: Empathize with objections and dig deeper to understand the real concerns behind them.

Beliefs Around Sales

Let’s talk about changing those negative perceptions about salespeople. It’s so important to embrace the salesperson label for business growth. I’ll share some personal anecdotes about how I overcame my own aversion to sales.

Gap Selling Explained

To effectively use gap selling, you need to understand both the current state and future state of your prospects. Use their language to prescribe solutions effectively and avoid generic pitches by tailoring the offer to their specific needs.

Practical Tips

• Always use a sales script to guide your conversations.
• Host your sales calls on the phone rather than Zoom for better engagement.
• Document client responses for future reference.
• Continuously iterate on your sales questions and techniques.

Key Quotes

• "You will close more individuals on a sales call by asking them questions they have never been asked before."
• "You get to choose who you are. When you choose to be a good salesperson, everything in your business will change."
• "Most people end up hiding behind marketing because they're afraid of sales."
• "Quantify the gap as much as possible because it's going to serve you when it comes time to actually offer your services and cover that gap."
• "A prospect will only believe what comes out of their mouth. They will not believe anything that comes from you."

Resources Mentioned

• Check out LindseyAnderson.live for upcoming masterclasses.
• My digital marketing agency is here to help scale your business if you’re an expert, coach, or consultant.
• Don’t forget to subscribe to The Millionaire Maker Show on your favorite podcast platform.

Conclusion

Embrace the role of a salesperson to grow your online business. Use the art of gap selling to truly understand and address your client's needs. Implement these practical tips for more effective sales calls and always look to improve your sales approach through iteration and learning.