One of the most important keys to sales and persuasion is the understanding that when you find someone’s Gap (ie: the difference between where they are now vs. where they want to be, or could be) you then have the power to help them make a change. So many salespeople want to immediately start talking about themselves, their product, or their service – and they do it with great enthusiasm. The main problem is that they are enthusiastically persuading in the wrong way  - they miss this key understanding: People will only take action on something that is perceived to either: a) solve a problem that they have or b) make their life or business better in some way.

The MASTER persuaders know that they need to be patient before presenting their product or services. They know not to get sucked into the urge to talk, talk, talk – they know to ask a series of well thought out questions that stimulate the thinking of their prospect and helps them to think through and verbalize how their business or life could and should be better. The MASTERS help them further identify why and how their existing situation could be even better. You see, their main source of causing mental and physical action is in the questions that they ask.. before they start presenting.

When you patiently ask the right questions, focused on understanding your prospect, their issues, their pain, and what it may be costing them, you get the keys to the kingdom in terms of persuading – THEIR Gap. And when you can solve a GAP, your ability to move people to action increases dramatically.

Remember, NO GAP =  NO SALE