GAP Selling: Why the Tech Sales Profession Loves It

In the world of sales, there are many different strategies that you can use to close a deal. But what is GAP selling and how is it used in tech sales?

But what is this strategy and what does it entail? Simply put, you identify the gap between a client's current and desired situation. Then, you work to close that gap. To do this, you must have a deep understanding of both the product they are selling and the customer's needs.

Why is GAP Selling effective?

You can get specific

This strategy allows the salesperson to tailor their pitch to the needs of the customer. By understanding the client's current situation and desired outcome, you can craft a unique pitch that speaks to their needs.

You must have a deep understanding of both the product you're selling and the client's needs. Speak with confidence about both the product and the market.

It’s customer-focussed

GAP selling puts the focus on the customer, rather than on the product. This helps to build trust and rapport with the customer. This is essential in any sales relationship.

It allows you to address the customer's needs head-on. You are showing the customer how your product can help them achieve their desired outcome. This means you're much more likely to close the sale because it's tailored to them.

It helps to build trust and rapport with the customer. You're demonstrating that you understand their needs and want to help. This is especially important in the tech industry. Customers are often skeptical of new products and hesitant to trust new providers.

You can identify opportunities for upselling and cross-selling

You must be able to identify opportunities within each interaction. This requires you to be sharp-minded and quick-thinking. You must be able to adapt your pitch on-the-fly to take advantage of each opportunity. Close each sale by communicating how the product can help them achieve their desired outcome.

You can stand out from the competition

GAP selling can also differentiate your product from competitors. If you can show the customer how your product can help them. And better than any other product on the market. That alone means you're just a little bit closer to winning their business.

Learn this and more strategies with Uvaro

GAP selling is an effective sales strategy that applies to a variety of industries. Practicing and developing this sales methodology, and others will have you on the path to Career Success in no time!

Have a thorough understanding of the products you're selling. Identify opportunities for GAP selling within each customer interaction. Be quick-thinking enough to adapt your pitch and stay flexible. With these skills, any salesperson can close more deals!

Learn how our programming can help you develop your sales skills! Download Uvaro's Career Success Catalog today.