Numerous studies have shown that humans suffer from longevity bias and that, in general, they attach more positive feelings toward things that have been around for a while than toward new and original things.

Now sales methodologies have been around for years, looking at Google there are at least 10 in circulation today.

Second are business problems – what processes, workflows or constraints are driving these technical gaps? In other words, the difference between the two states pushes your prospects to see value in adopting your product or service.

Leading with value will enhance the experience, challenge the client, and build a stronger foundation. In Goldratt's terms, we build "logic trees" to describe in detail the current situation (CRT) and then with some effort, a more perfect union as it would appear in a future reality tree (FRT).A Gap Seller is confident, but also aware that they can always learn more, and are open to feedback. By being an attentive guide throughout these stages, the client has, in essence, laid out the ideal solution for you. The most common are: increased profits, competitive advantage, new and unexplored markets, heightened investor interest, streamlined manufacturing processes and significant savings. After you've established a clear picture of the current state, it's time to highlight the future state.

The ways in which the problem affects the company, and any quantifiable data associated with that, like the cost for not solving it. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. His advice to other reps looking to adopt the strategy is to push through the awkwardness and keep asking questions.This approach is most suited for any high value , abstract products, although I can see it work for selling cars or even cheaper products/services. According to Harvard Business School professor Rosabeth Moss Kanter, there are 10 emotion-related states that cause people to resist change.