Glossary

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Gap Selling

A sales methodology that focuses on a customer's current state, future goals, and the gap between those two.

In Gap Selling, sales reps ask questions to determine the prospect's current state (i.e. their problems or challenges) and their ideal future state (i.e. their goal). The difference between those two states is known as the gap. The wider the gap, the more room for improvement and the more motivated a prospect may be.

Gap Selling is an informative concept that all sales reps should understand, but it’s not a complete sales methodology that you need to go “all in” with.

Related Terms

Sales methodology

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