Facts vs. Gaps

Carew’s Positional Selling System^® comprises two parts: The Exploratory Process and the Presentation Process. There is a great deal of emphasis on presenting in selling, but you can only make an effective presentation if you have first done a good job of establishing the Gap as the customer sees it – and this is what the Exploratory Process helps you to do.

The Exploratory Process is the question-asking strategy used to uncover a customer’s desired outcome or Gap. Your customer’s Gap is between their actual and ideal state, where they are now (actual), and where they would like to be (ideal).

Facts are data points, “the whats.” Facts are important because they help explain desired outcomes and provide detail to support existing Gaps, but you cannot rely on facts alone.

Gaps are outcome oriented, “the whys,” and are typically related to an increase or decrease in… Profits, Operating Costs, Productivity, etc.

It is important to understand the difference between Facts and Gaps because focusing your question-asking strategy on Gaps will help to elevate the conversation. It is more than WHAT your customer wants; it is WHY they want it. Truly understanding your customer’s Gaps will put you in an ideal position to win the business.

Digital Assets:

Exploratory Planning Sheet

Exploratory Process – Finding the Gap – Planning Sheet

Exploratory Process – Finding the Gap – Sample Questions

Module 7: Required Viewing

The video below, delivered by Carew Facilitator Erik Wetzel, explains the difference between Facts and Gaps.

Watch Each Video: Dedicate uninterrupted time to watch each video in the order presented. This will ensure a coherent and progressive learning experience.

Take Notes: Jot down important points, ideas that resonate with you, and any questions that arise. This will aid in retention and deepen your understanding.

Reflect and Apply: After watching each video, take a moment to reflect on how the concepts can be applied to your sales development journey. Consider how you can integrate these insights into your daily practices.

Module 7: Required Reading

To enhance your learning experience and ensure you get the most out of this training course, we have included essential readings for each module. The materials below are designed to complement the course content, providing you with deeper insights and practical knowledge that will empower your sales development journey.

Please ensure that you have read and understood the material in each module as they serve as a foundation for our training and development, and will greatly enhance your learning experience as you continue through the course.