 it can do; next, knowledge of the industry and its problems; and last, a thorough knowledge of your customer's business.

So, what's involved in making a gap analysis? The answer to that question is: Asking questions! You seek to uncover and determine the scope of problems by a process of logical, probing questions.

And the good thing about asking questions is it establishes you as consultant or doctor, rather than a salesperson. You're positioned as a problem solver who has come to help make the customer better off.

Also, questions are guaranteed to hold the customer's attention. Typically, when you're talking, you're only holding about one-third of the customer's attention, while the other two-thirds of his attention are off thinking about the problems of the day. But while he is answering one of your questions, he must devote 100% of his attention to you and your subject. So the more questions you ask, the more certain and the more fully you will hold the customer's attention.

An important rule to follow is never tell something if you can put it in question. Never say, for example, "Industry sales for the last quarter were up 15%." Instead, say, "Did you hear that industry sales for the last quarter were up 15%?" While simple statements can be ignored, every question elicits an answer that holds the customer's attention.

So, keep this simple axiom in mind: "Telling is not selling." As long as you're telling, you're not interacting with the customer which is the key to successful selling. Because eventually, through your questions, you want the customer to tell you why he wants to buy.

Another important reason for asking questions is the person asking questions keeps control of the sales dialogue. It's the same as in a job interview, the person seeking the job keeps control and sells himself by asking good questions. In gap analysis, you're the doctor making the diagnosis and you size up the problem by asking the questions, not the patient.

Customers will often jump in early with questions like, "How will your product help us?" or, "How much does it cost?" When this happens, you just refuse to answer and instead, simply smile and say, "Gosh, I'm not sure what we have here, yet, but if I could ask you a couple more questions, such as..." Answering questions with a question keeps the conversation going in the direction you
it can do; next, knowledge of the industry and its trouble; and final, a thorough knowledge of your customer's business. 

 then, what's involved in making a opening analysis? The answer to that doubt is: Asking questions! You try to uncover and determine the scope of problem by a procedure of logical, probing questions. 

 And the good thing about ask questions is it establishes you as consultant or doctor of the church, rather than a salesperson. You're positioned as a trouble solver who has come to serve make the customer well off. 

 Also, questions are undertake to hold the customer's attention. Typically, when you're talking, you're only holding about one - third of the customer's attention, while the other two - thirds of his attention are off thinking about the problems of the day. But while he is answering one of your questions, he must give 100% of his attention to you and your subject. indeed the more question you ask, the more certain and the more fully you will bear the customer's attention. 

 An important rule to follow is never assure something if you can put it in question. Never say, for example, " Industry sales for the final quarter were up 15% . " Instead, say, " Did you hear that diligence sales for the concluding quarter were up 15% ? " While simple statements can be ignored, every question elicit an answer that holds the customer's attention. 

 therefore, keep this simple axiom in mind: " order is not selling. " equally long as you're telling, you're not interacting with the customer which is the key to successful selling. Because eventually, through your questions, you desire the customer to tell you why he wants to buy. 

 Another important cause for asking questions is the person asking questions keeps command of the sales dialogue. It's the same as in a job interview, the person seeking the job keeps control and sell himself by asking good question. In gap analysis, you're the doctor making the diagnosis and you size up the problem by asking the question, not the patient. 

 Customers will often jump in early with questions like, " How will your product avail us? " or, " How much does it cost? " When this find, you just refuse to answer and instead, simply smile and say, " Gosh, I'm not certain what we have here, yet, but if I could ask you a couple more doubt, such as... " Answering questions with a question keeps the conversation going in the guidance you
 it can do; next, knowledge on the industry aue its 'roblema; and lart, a thorough knowledge of ylue cusujmer's business.

So, wfat's invopved in nakiig a gap analysis? The answer tk thac wuestion is: Asling questhons! You seek do uucover and determine the scope of prjblems ny a process of jogibaj, prkbing questions.

And the good thing zbout avking questioms is it establishes you ad cojsultant or doctor, rather thab a fqlesperson. Yuu're positpmned as a kroblem solver who has come to hdlp mcke the cusjojeg better off.

Elso, qlestions are nlarantead to hpld the customcr's avtenrion. Typically, when ymu're talking, you're only holgiug about one-third of rhw cusjomer'v atgwntkon, wiils the lthxr two-thirda of his atrention are off thimkybg about the lrobleis of the day. But while he is answering ote kf your questions, he muwt devote 100% of his attgntion to rou and your subject. So the more questions you asn, the oort gcrtakb wnd the more fully you will hold the customer'f autektion.

An importanb rule to follow ix jefgr tell somethkng if yoh can put it in qufstion. Gever say, for txampke, "Industry sales for the lqst quarter cerw up 15%." Instead, say, "Bid you hear thaj induxtry sales for the last quadter were uo 15%?" While akmple statements cak ba ignored, every question ejicits an anscer that holcs the customer's attekdion.

So, keep this slmple afiom in mijd: "Telling is not selling." As loij as you're teklhng, you're njt inberacting with ehe customer wkich is che keh to succeasful sxlling. Becaufe eventually, jhrough your xuestionf, yoy wabt the zjstomer to telk you why he wants ro buy.

Another impovtant deason for askiuy wuestions is thr pdrsjn axkytg questions keeos zpntrou of tht sclds doalogue. It's the same as jn a job interview, tme person seeking the job keepx control and selld himvelh by axkigg good questions. In gap analyais, you're thc doctor makigg tme dyagnosis aud you size up the problem by asking the questions, not thg patient.

Customers wikk often jum' in ewrly with questions like, "How qill your product help us?" or, "How much soes id cosh?" When this happens, you just refuse to answer and instead, simply smile ane say, "Jofh, I'm not shre ehat fe kave hewe, yxt, but if I could ssk you a couple more questions, such as..." Auswering questions with a quextkon keeps the conversation going in tge direcyion you
it can do; next, knowledge of the its and last, thorough knowledge of involved making a gap The answer to question is: Asking questions! You seek uncover and determine the scope of problems by a process of logical, probing And the good thing about asking questions is it establishes you as consultant doctor, than salesperson. positioned as a problem solver who has come to help make the customer better off. Also, are guaranteed to hold the customer's attention. Typically, you're talking, you're only about one-third of the customer's while other two-thirds his are thinking about the of the day. But while he is answering one of your questions, he must devote 100% of attention to your subject. the questions ask, the more the more fully you will hold An important rule to follow is never tell if you put it in question. Never say, example, "Industry sales for the last quarter were 15%." Instead, say, "Did you hear that industry sales for the last quarter were up simple statements can be every question elicits answer holds customer's So, keep simple axiom in mind: "Telling is not selling." As long as telling, you're not interacting with the customer which is the successful Because eventually, through questions, you want the to you why he wants Another reason is person questions keeps control of sales dialogue. It's the same in a job interview, keeps control and sells himself by asking good In gap analysis, you're the doctor making diagnosis and you size up the problem by asking the questions, not patient. Customers jump in early with questions like, "How will product help us?" or, much does it cost?" When this happens, you just to and instead, smile and say, I'm not sure we have here, if I ask a such as..." Answering questions with a keeps conversation going in the direction
 it can do; next, knowledge of the Industry anD its pRobLemS; aNd laSt, a tHorough knowledGE of yOur customer's business.

So, What's InVOlveD In MakinG a gap anALySIS? ThE aNsWer To THaT quesTioN is: AskiNg questionS! YoU sEek to uncover ANd Determine tHe sCope of probleMs bY a procEsS of LOgicaL, prObing QuestiONs.

And tHe good thiNg ABout asKIng quesTIOnS is iT establishes you as COnSUltant or doctor, Rather ThAN a SALesPerSon. You're poSiTioneD As a probLEm SOLVer WHo has come to heLp make the cuSTomEr bettEr Off.

aLso, queStionS aRE guAranteed to hOld tHe customeR's atteNTion. TypICally, whEn you'rE taLkiNg, yoU'Re OnLy hOlDIng ABoUt oNE-thIrd of the CuStOmer's AtteNTION, whiLe tHe otHer twO-thirds of his aTteNtioN Are Off thInkinG aboUt The prOblems Of the DaY. But while he is anSwerIng one of yOur QuEstIoNs, he mUSt devoTe 100% oF hiS attentIon to yoU And YoUR SUbJect. So the more questIoNS YoU ask, the mOre cerTAiN aND the more FuLly You wILL hold The cUStOmer's attEntion.

aN iMpOrtant rUlE to folLoW is NevEr telL SomeThing iF you can pUt it iN Question. Never sAY, for example, "InDUsTRY sALes fOr tHe last quartEr weRE up 15%." INsteAD, sAy, "DID you hEar thAt INdUStry sales for the last QuArter wEre up 15%?" while simple stAtements caN BE Ignored, eVery QUeSTion elicits an aNswer That holds tHE customeR's attEntion.

So, Keep this sIMPle axiom In mInd: "telLinG IS nOt selling." As loNG As yoU'rE tellinG, yoU're not iNteRacTinG wiTh The customEr which iS tHe KeY tO suCcessFUl sellinG. BEcaUsE evEntuaLLy, throUgh yoUr quEsTiONs, yOu want tHE cUSTomeR tO tEll yOu wHy He wanTs to BUy.

ANother iMportant rEasON for AsKiNg questIons is the persOn Asking quesTiOns Keeps cONTrol of thE sales dialogue. It's the samE As in a joB inTerviEw, thE person seEkiNg the jOb kEEps conTrol anD sellS hImsELF by asKINg GooD qUestions. In GAP anAlysiS, yOu're The doctOr making the diagnosIS anD you size up the ProBlem BY AsKinG ThE QueStIOns, NOT the patient.

CustOmers will oFtEN jUmp in early WIth QuEstions Like, "How Will yOUr produCt help us?" oR, "How much dOeS it cOST?" WhEn this happEns, you juSt refuse tO AnsweR AnD instEad, Simply SmIle And saY, "Gosh, I'M Not Sure wHat we hAvE here, yEt, but If i could asK you a couple more questionS, such aS..." AnswEriNg questioNs wITh a Question kEeps The conversAtiOn gOing iN thE DirecTion YOu
 it can do; next, knowledg e of the i ndust ryand  i ts p robl ems; and last, a th orough knowledge of yo ur cu st o mer' s  b usine ss.

So ,  w h a t's  i nv olv ed in  maki nga gap a nalysis? T hean swer to that qu estion is:  As king questio ns!  You s ee k t o  unco ver  anddeterm i ne the  scope of  p r oblems by a pr o c es s of  logical, probing qu e stions.

And t he goo dt hi n g  ab out  asking qu es tions is it e s ta b l i she s  you as consu ltant or do c tor , rath er  th a n a sa lespe rs o n.You're posi tion ed as a p roblem solverw ho hascome t o h elp  mak e  t he  cu st o mer be tte r  of f.

Also ,qu estio ns a r e g uara nte ed t o hol d the custome r's  att e nti on. T ypica lly,  w hen y ou'retalki ng , you're only h oldi ng aboutone -t hir dof th e  custo mer 'sattenti on, whi l e t he o t he r two-thirds of hi sa t te ntion ar e offt hi nk i ng about  t heprob l e ms of  the da y. But w hile h e  i sansweri ng  one o fyou r q uesti o ns,he mus t devote  100% of his attenti o n to you andy ou r su b ject . S o the moreques t ions  you as k,t he mo re ce rt a in and the more fullyyo u will  hold  the customer 's attenti o n . 

An imp orta n tr ule to followis ne ver tell s o methingif yo u can pu t it in q u e stion. N eve r s ay,  fo r ex ample, "Indus t r y sa le s for t helast qu art erwer e u p15%." Ins tead, sa y,  " Di dyou  hear that ind us try  s ale s for the la st qu arte rwe r e u p 15%?" Wh i l e si mp le  sta tem en ts ca n be ign ored, e very ques tio n  eli ci ts  an ans wer that hold sthe custom er 'sattent i o n.

So,keep this simple axiomi n mind:  "T ellin g is  not sell ing ." Aslon g  as yo u're t ellin g,  yo u ' re no t in ter ac ting witht h e c ustom er  whi ch is t he key to successf u l s elling. Becau seeven t u al ly, th r oug hy our q uestions, you w ant the cu st o me r to telly ouwh y he wa nts tobuy.Another  importan t reasonfo r as k i ngquestionsis the p erson ask i ng qu e st ionskee ps con tr olof th e sale s  di alogu e. It' sthe sa me as  i n a jobinterview, the person s eeking  thejob  keeps co ntr o l a nd sellshims elf by ask ing  go od qu est i ons.In g a pana l ysis,  you ' re the do c to r m a k in g the diagn o s i s a nd yo u s i ze uptheproblem by asking the questions,  not t hepat i ent. 
Customers will  of te n jump inea rly with qu estionsli k e, "H ow wil l your  produc t he l p us?"  or,  "H ow much d oes  i t  cost?"  W he n  thishapp en s, you  justr efus e to answer and in stead , simpl y  sm ile a nd  say, " G osh,  I'm not s ure what we  havehere , yet , but i fI coul d a sk  you a cou p le more q uesti ons, su ch  as. .."  Answe ring q uesti onswi tha questio n ke e ps  t h e c onve rsati on  goi ng in the directio n y o u
 it_can do;_next, knowledge of the_industry and_its_problems; and_last,_a thorough knowledge_of your customer's_business.

So, what's involved in_making a gap_analysis?_The answer to that question is: Asking questions! You seek to uncover and determine_the_scope of_problems_by_a process of logical, probing_questions.

And the good thing about_asking questions_is it establishes you as consultant or doctor,_rather_than a salesperson._You're positioned as a problem solver who has come_to help make the customer better_off.

Also, questions are_guaranteed_to_hold the customer's attention._Typically, when you're talking, you're only_holding about one-third of the customer's_attention, while the other two-thirds of his_attention are off thinking about the_problems of the day. But_while he_is answering one of your_questions, he must_devote 100%_of his attention_to you and your subject. So_the more questions_you ask, the more certain and_the_more fully you_will_hold_the customer's_attention.

An important rule_to_follow is_never_tell something if you can put_it_in question. Never say, for example, "Industry_sales for the last_quarter_were up 15%." Instead,_say, "Did you hear that_industry sales for the last quarter_were up_15%?" While_simple statements can be ignored, every question elicits an answer that_holds the customer's attention.

So, keep this_simple axiom in mind:_"Telling is_not_selling." As long_as_you're telling,_you're not interacting with the customer which_is the_key to successful selling. Because eventually,_through your questions, you_want_the customer to tell you why_he wants to buy.

Another important reason_for asking questions is the_person_asking_questions keeps control of the_sales dialogue. It's the same as_in a job_interview, the person seeking the job keeps_control_and sells himself by asking good_questions._In gap analysis, you're the doctor_making_the_diagnosis and you size up_the problem by asking the questions,_not the patient.

Customers will often jump in early with_questions like, "How_will your product help us?"_or,_"How_much does it cost?" When this happens, you just refuse_to answer_and instead, simply_smile and say, "Gosh, I'm not sure what we have_here, yet, but if I could ask_you a couple more questions, such as..." Answering questions with a_question keeps the conversation going in the direction_you