Gap Selling


No. of mini-lessons3


Duration 10'

No. of mini-lessons 3

Resources Infographic

Course overview

Gap selling’s all about figuring out the gap between where a customer currently is and where they want to be in the future. Questions are used to explore this and develop a dialogue with the customer. It’s a problem-centric approach to sales, designed to help your salespeople meet the customer’s true needs. Because before they can solve a problem, them and the customer need to get to the root of what it is. 

Gap selling allows your salespeople to use their expertise effectively, by gaining a deep understanding of a customer’s unique situation. They’ll collaborate to discover their true problem, which will help them build trust. And all the discoveries they make together will create a more satisfactory outcome for your salespeople and their customers.

What's covered

The difference between solution and gap selling

The 5 elements that make up a customer’s current state

How to choose questions to establish the gap between a customer’s current and future states

Why your teams need this course

Sales managers, executives, and representatives all need to understand the ins and outs of gap selling. This course will help them define the difference between this methodology and more traditional approaches to sales. It’ll walk them through what makes up a customer’s current state. And it’ll show them how to use questions to figure out the gap between this and their ideal future state.

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The CPD Certification Service is the world’s leading and largest independent accreditation organization for professional development courses across all industry sectors.