Brian Tracy has written an article forSales 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.