You have a prospect and want to create an audIT for them. If you’re an audIT user, here’s how you should do it.
But first, what is Gap Selling?
In the book Gap Selling by Keenan, he explains it as this: Gap selling is a process of tactfully challenging buyers’ assumptions, exposing (and sometimes confirming) the true size of their problem, then correctly assessing the impact it will have on their lives.
Every now and then I get asked by an audit user how they should make their outputted sales presentation look. They want to know if they should make sure there are enough red items on their report to make it look more compelling to their prospect. Some ask if they should put less red on the report when using the audIT presentation in a QBR/TBR to make themselves look better.
The last deal you lost, what was the reason? Want to hear what most salespeople or owners who sell will answer that question with?
Watch this video or listen to the podcast episode to hear the answer directly from Keenan who is the author of the great book Gap Selling.
In my 20 plus years as a sales professional, I have kept a list of prospecting mistakes to avoid at all costs. The list started small many years ago. And I have added to it as I learn from both experience and my continual study of sales and prospecting specifically.
This year's special guest is the legendary Wayne Gretzky.
Nathan Howell is Vice President of Sales and Development at Advantec Solutions, Inc. When Nathan came to the Oklahoma City based MSP, he brought 20 plus years of sales experience with him.
What Nathan did not have was IT experience. In fact, he was brand new to the IT industry.
4 MSPs recently joined me on a demonstration of the audIT system. This panel of power users shared how they are using audIT in their MSPs.
One attendee asked a great question that each of the panelists answered. She wanted to know if each of them would be willing to give a quick overview of their sales process so she can get a better understanding of how to better use audIT herself.
Don't tell my other guests because I love them all. But I have to say this was my favorite interview right here.
First, my guest, James Muir's book The Perfect Close is great and a must own for any salesperson/sales manager. If you're selling IT services, this is the book you need right now.
John Bates is the CEO and founder of Executive Speaking Success. He is a Leadership Communication expert whose large & small group trainings, keynotes & executive level leadership, presentation, speaker coaching and media training for Fortune 100 companies are world renown.
Over the past 4 months now (as I write this on February 1, 2021), Eric Torres from Datto has joined me regularly to film trainings for the MSP Sales Academy. These trainings are often cut into quick and easily consumed videos that are only a few minutes long.
