The Problem Identification Chart (PIC) serves as a roadmap for your sales organizations prospecting, discovery, GTM, marketing messaging and how your team talks internally and externally about your customer. It’s so it's important that you get it right, that it is the #1 recommendation we have for a team to move into problem-centricity. It is fundamentally the connection of your products to your customers’ environment.
Are you struggling with sales? Revenue challenges and issues in sales often come down to just 4 common problems.
Long Sales Cycles.
Decline in Sales.
Weak Lead Generation.
Poor Pipeline Development.
Understanding these problems and their root causes is the only way to effectively grow sales.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
It's time for B2B sales training that MAKES SENSE in 21st century.
Who is this for?
B2B, SaaS, and More - if you have a sales team, this is for you!
What is the GAP SELLING Methodology?
The Gap Selling Methodology is a sales technique that shifts the focus of the sale from your product to the buyer’s problem. In old-school selling methodologies, focusing on the features and benefits of your product meant the buyer had all the power when it came to understanding the prospect’s true needs. With Gap Selling, we teach you how to find the gap– the space between the buyer’s current and future states– and utilize that information to sell to the real problem the buyer is experiencing.
How is it different from other methodologies?
Gap Selling teaches you how to be Problem-Centric™. We don’t pitch about our product or service, and we don’t try to find the customer’s “pain point” to manipulate a sale. Gap Selling is a collaborative effort with the buyer to identify the true source of the problem, evaluate the cost of that problem, and work together to find a solution to fill the gap.
" When I was looking to launch a bespoke sales and leadership program, I knew she (Celeste) would be the right partner. Celeste is highly collaborative and accommodating as the project evolved several times. In addition to being an excellent facilitator and listener, she resonates with sales leaders thanks to her expertise and experience."
"I engaged with Celeste to train my sales team on how to more effectively use LinkedIn as a networking tool. Celeste and did a great job of giving the information in bite sized pieces so the team could absorb the information. We surveyed the team's scores before and after and the results were astonishing.
Celeste opened a new door for each of the sellers that will absolutely help them in their professional life!"
" When we made the decision to build our online presence, she (Celeste) took the time to not only construct a customized approach to training but she also got insight from her team. I would recommend Celeste wholeheartedly for her expertise and care and look forward to an opportunity to work with her again."
Schedule a complimentary call to see if this is right for you and your team.
Sales Training - effective, or an eye roll from your team?
If it's an eye roll, chances are it's some dude delivering training via zoom in a monotone voice. Your team checks out and you check the box that you delivered training...until next time!
When did you first watch Pretty Woman? The movie debuted in 1990. By my math I was 12 or 13 when I first watched it. Good old VHS - right? (for anyone reading this that doesn't know what a VHS tape looks like - google it).
Have you ever spent time with an Ironman?
Training for an Ironman can take upwards of 12-18 months. If you don't know what an Ironman is, it is a 2.4 mile swim, a 112 mile bike ride, followed by a full 26.2 marathon.
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