Finding the GAP

“What’s the biggest challenge holding you back from fulfilling that vision?”
This is one of the most important questions you can ask your prospects.
If you want to close more sales and serve your clients with greater impact, mastering this one step in the sales process will make all the difference. I’m talking about finding the GAP.
This is step 7 in our 10-step sales process, and it’s where the magic happens. It’s the moment when clarity meets connection, and your prospects start to see how solving their biggest challenge can unlock the future they’ve been dreaming of.
If you don’t already have our full 10-step process, download your free copy here >>>.
Now, let’s dive into what the GAP is and why it’s the key to transformational sales conversations.
What Is the GAP?
The GAP is the space between where your prospect is right now (Point A) and where they want to be (Point B). It represents the biggest challenge standing in their way of achieving their goals—whether in life, business, marriage, health, or another area you specialize in as a coach.
Here’s the truth: Everyone has a GAP.
- A fear to overcome.
- A skill set to master.
- A challenge to solve.
Your job as a coach is to help them see it clearly and understand what’s possible when it’s addressed.
Discovering the GAP
Finding the GAP begins with discovery. This is where you ask intentional, powerful questions to understand your prospect’s current reality and their desired future.
- Start by exploring their present:
- What does life, business, or their marriage look and feel like right now?
- What’s been their experience up to this point?
2.Then shift to their vision for the future:
- What do they really want?
- How do they want their business to grow?
- What kind of energy, relationships, or income would they love to have?
3.When you’ve identified both Point A (current state) and Point B (desired state), you can zero in on the GAP. A great question to ask is:
“What’s the biggest challenge holding you back from fulfilling that vision?”
This question often brings the real issue to the surface. Once they articulate it, you’ve created a moment of clarity—a gift to your prospect. They begin to see that solving this one challenge can unlock their progress toward their dreams.
When you help someone name their GAP, you’re not just identifying a problem—you’re providing clarity, hope, and momentum. For many, this is the first time they’ve clearly articulated what’s holding them back.
Remember, sales isn’t about convincing—it’s about serving.
Let’s make an impact this week. You’ve got this!