// Sales
Gap Selling
Keenan's framework: sell the gap between the buyer's current state and future state, quantified in business impact.
In depth
Gap Selling forces reps to build a rigorous current-state / future-state / gap picture with the buyer, in the buyer's numbers, before ever mentioning the product. The bigger the quantified gap, the bigger the deal. Widely adopted in modern SaaS discovery training.
Related terms
Discovery Call
The first substantive sales conversation, where qualification, pain and process are established, not product pitched.
MEDDIC
A B2B qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
SPIN Selling
Situation, Problem, Implication, Need-payoff, Neil Rackham's question-based framework for consultative discovery.