Discover the difference between what they have and what they want!Another key to making the sale is gaining an understanding of where your prospect is now and where they are trying to go and then positioning your product or service as the solution that will enable them to get there.
Topics in this lesson
- Use Iceberg and Motivational Hierarchy Pyramid to find where the GAP/Bridge is located
- Identify and use the six steps of “gaps”
- Create GAP/Bridge questions specific to the industry and then add them to your Interview Sheet
- Why GAP/Bridge is so important to ROI (Return on Investment) and to close acceleration
- And much more