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GAP SELLING FOR EFFECTIVE SALES ENABLEMENT – THE WHAT, WHY AND HOW

When you offer services or products that do not come with a standard solution, gap-selling sales enablement practices are the right choice. You must also remember that since there isnu2019t a pre-written script for the sales team to follow, youu2019ll have to give them proper sales training to create the right foundation for gap selling.<br><br>We hope this helps!<br>If you wish to drill down into the nitty gritty of gap selling, demand-gen, inbound, and ABM, book a free consultation with an expert Smarketer today!

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GAP SELLING FOR EFFECTIVE SALES ENABLEMENT – THE WHAT, WHY AND HOW

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  1. GAP SELLING FOR EFFECTIVE SALES ENABLEMENT – THE WHAT, WHY AND HOW The Smareters

  2. Introduction The Smareters • Ever since sales enablement became a mainstream practice in 2019, more brands are incorporating it into their sales strategies. • (1) It plays a crucial role in the context of gap selling – you focus on providing the necessary training, information technology, and other tools to the sales team for managing better conversions. • Gap selling has quickly gained popularity among B2B marketers owing to its unique problem-solving approach for better sales.

  3. What is Gap Selling? The Smareters • It is a sales methodology that helps the sellers understand the scope of the prospect’s pain points and work towards them to fill the gap between their current and ideal future state. • Put simply, gap selling builds bridges between the prospect’s current, future, and ideal outcome. • Although gap selling seems straightforward, it takes dedication and commitment to ensure the desired results. It pushes sales reps out of their comfort zone – they must give up their usual selling habits and embrace a more problem-focused approach to buyer interaction.

  4. How Does Gap Selling Improve Sales Enablement? The Smareters • While sales enablement empowers your sales teams by handing them the right tools, information, and tactics to perform better (much like archers with targets), a gap-selling strategy directs them toward a more practical approach. It helps sales executives to use different measures to resolve their prospects’ issues. • Gap selling transforms the hard-selling approach – instead of merely pushing a product to the target customer, it ensures that the sales teams can add value to the customer’s buying journey. So while sales enablement can help you build an efficient sales team, gap selling changes the ways of customer-brand interaction.

  5. How is it Different From Other Sales Methodologies? The Smareters • Gap selling teaches a sales rep how to be problem-centric. It doesn’t require pitching the prospect about the service or product. Instead, a gap strategy is an effort to identify the trustworthy source, the cost required to solve the problem, and the work needed to find the right solution to fill the gap. • To help you understand better, let us explain by using an example of a point provided in the Harvard Biz Review, written by Challenger Sale Authors.

  6. Contact Us The Smareters Location: Hyderabad, Telangana 500032 Contact: +91 7396 010 630 E-mail: info@thesmarketers.com More information about the topic visit : https://thesmarketers.com/blogs/gap-selling-for-sales-enablement/

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