Watch Gap Sell Keenan Episodes: https://www.youtube.com/watch?v=I_gFKVd6zbs&list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

In this episode, I have a sales discovery call with Matthias, a guy who is trying to sell me his platform that facilitates communication. After hearing his pitch, I talk about how he can really focus his efforts on business problem solving and how that can make his pitch a lot more effective.

As the interview progresses, Matthias tries to find the problem that he can help me with. This is exactly what you should do as a gap seller. However, where he goes off track is with his reactions to not finding that problem.

What tends to happen is he asks a couple of questions to get at my problems but then, when he finds none, he flounders. He begins talking about himself way too much. It’s clear that he knows his stuff. He references relevant statistics and literature and makes it clear that he’s done his homework regarding my business. The issue, however, is that he does not focus enough on the potential customer. 

The best sales discovery calls keep looking 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, then 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. 

The tips I offer in this episode all revolve around this crucial issue: asking questions to facilitate your business problem-solving. With the right questions, and by focusing on your prospect’s needs, you can make the sale.