In today's podcast we hear from Director of Sales and GAP Selling Trainer at A Sales Guy Inc., Rachel Mae. Rachel has a passion for helping sales teams win and getting them real results!

"It's not that you can't sell, it's that you can't diagnose."

GAP selling is fundamentally different than any other sales methodology. It's a customer centric selling that focuses on first, finding problems and helping customers understand those problems in new ways. Then bringing understanding to how the problems are really impacting their business. And lastly by diagnosing the root cause for them.

How do you find the root problem? 

1. Start by identifying the business problems. 

2. Ask a full spectrum of process questions. 

3. Focus on thew current state

 "Sales people have to quit needing to be liked."

You do not need everyone to like you. What you do need is be respected. In order to earn that respect, you must ask the hard questions and give your customers all your focus. Playing it safe when it comes to your discovery will potentially get the customer to like you, however, it will not get you paid. It's also important to shift your mindset from focusing on yourself and trying to sell to viewing yourself as a doctor helping people understand and fix what's wrong. When you focus on helping people, the quotas and everything else will fall into place.

Living a life on purpose: Waking up everyday and making a positive impact on everything you do and leaving the people you interact with feeling better about themselves and more inspired.

Connect with Rachel on LinkedIn or through email: rachel@asalesguy.com