Gap Analysis in Sales Training Programs

Brian Tracy has written an article for Sales Training Programs entitled Gap Analysis.

In the article Brian Tracy says that you, as the salesperson, are basically like a detective trying to uncover clues about how your product can solve a problem for the client.

He identifies 3 key techniques to learn:

1. Use questions as sales tools.
2. Clarify the need.
3. Building Buying Desire.

But he says in order to put these ideas into action you need to do two things immediately:

1. Ask good questions to uncover the real need.
2. Continually show the client the size of the gap of where she would be without your product.

Apply Brian Tracy’s skills into your Sales Training Programs and you’ll immediately begin to see your sales numbers improve.

Click here for Brian Tracy’s full article.

This entry was posted on Thursday, August 14th, 2008 at 9:30 pm and is filed under Brian Tracy Articles. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

7 Responses to “Gap Analysis in Sales Training Programs”

  1. Hi, iam trying to subscribe to the RSS feed here but my firefox is giving errors. Can you pls check if its just me or is there something wrong with your site.

  2. I love sales. It’s the one job that anyone can do. If you’re willing to talk to people, you can succeed.

  3. Nice site and I will be coming back so keep up the good work! When it comes down to it I think Alec Baldwin said it best in the Glenn-Garry movie. A.I.D.A attention, interest, decision and action. I’ll spare you guys the full speech where he cusses everyone out.

  4. I like your blog greatly. Will bookmark. Keep up to marvelous info on it. Gracias

  5. The blog was absolutely fantastic! Lots of great information and inspiration, both of which we all need!

  6. Thanks for contributing so much with this great content.

  7. i seriously needed sales training to sharpen my skills in selling online products.~:~

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