A Sales Guy

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The Best Online Sales Training Ever

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind.  It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences...

The Art of Good Sales Questions

Can you see the difference between the two questions in this video? Can you see how they will elicit entirely different responses from the buyer? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? Most of you know how important I believe the discovery...

The Only Thing That Matters When Cold Calling

Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked.  The key is to establish credibility as someone who can help them as quickly as possible.     Cold calling is about establishing credibility as quickly as possible. The post The Only Thing...

Society is Playing Cat and Mouse with Blacks and The American Dream

  For those of you who follow this blog, you know that every once in awhile I take a break to take on race in this country. There is no better time than now, to do this again. I wrote this during the Furgeson riots and it’s clear nothing has changed. So, I thought I would share it again with a few changes. Considering what’s happening in this country,...

THE 4 TYPES OF QUESTIONS TO CRUSH YOUR DISCOVERY

A sales discovery meeting is by far the most important part of a sales process.  There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it. They get lost in the questions. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in...

The Last Gap Selling Virtual Training

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild...

The Difference Between Gap Selling and Solutions Selling

Gap Selling has been out for over a year now and one of the most common questions I’m asked is,  how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review,...

This Simple Sales Tip Will Change Everything You’ve Known About Selling

There’s a little secret to selling that I’d like to share with you.  It’s pretty simple yet far too many salespeople don’t do it and it costs them quota, presidents club and more. We have a tendency to be product-centric. We lean too heavily on our product, product features, and product benefits. We get excited and when given the chance we start sharing...

Gap Selling Delivers BIG Results

I love the success stories I get from people who’ve read Gap Selling. They are a blast to read, as people share their own personal success stories about how Gap Selling has changed their career, how it’s earned them the top spot in the company or how it’s helped the reach Presidents Club or how it’s helped them make more money. I never expected the...

Lucidchart and Gap Selling – Boom!

Lucidchart and A Sales Guy teamed up to help layout the Gap Selling process and make it easier to leverage with your sales team. Using their amazing tool, it’ even easier to understand and align your sales process to a gap selling, problem-centric sales process. We used the process of buying a car as an example because it’s something everyone can relate...

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