Confused about why you are not hitting your numbers?

Hi, I’m Robin!

Emotions drive behaviors.

Business cases drive decisions.

I teach teams to sell with empathy based on the buyer's true case for change so deals are closed with confidence.

According to Gartner, 75% of buyers prefer a rep-free experience.

Buyers have been pitched to death. Make sure your sellers know the questions that put your buyer's problems at the center of the conversation and bring valuable insight to your buyers. This is how they can position themselves as experts in the field. As a result, your cycles will no longer drag on for months, your reps will avoid being ghosted, and we can stop with all the discounting!

CLIENTS INCLUDE:

What do I do?

I am a Certified Gap Selling Trainer. I train sales teams around the globe. I am also the author of "Heart-Powered Sales: Grow Your Sales Exponentially with Emotional Intelligence and Intuition". By teaching the Gap Selling Methodology along with my understanding of human emotion and behavior, I create a comfortable, collaborative classroom. The entire focus is on building better sellers, not teaching tips and tricks. Drawing from years of teaching and selling, my empathetic approach enables sellers to be vulnerable and break down their walls. The result? True behavior change that translates into measurable performance outcomes.
What is Gap Selling?

The Gap Selling Methodology shifts the focus of the sale from your product to the buyer’s problem. The old-school selling approach of focusing on the features and benefits of your product meant the buyer had all the power when it came to understanding their true needs. With Gap Selling, we teach you how to find the Gap: the space between the buyer's current state and their desired future state. With this information, sellers can build a true business case for why the buyer should make a change. Gap Selling was created by Keenan, who authored the book by the same title and who is founder and CEO of A Sales Growth Company. I am a Certified Partner of A Sales Growth Company.
What industries do I work with?

The industries I work with include SaaS, healthcare, nutraceuticals, and manufacturing.
Is the training customized?

Yes, it's highly customized to your selling environment and Ideal Customer Profile.
Is training in-person, or online?

Training can be delivered virtually on Zoom, or in person.
How long is the training?

The core Gap Selling training takes place over the course of several days. Post-training reinforcement may include group call coaching, deal reviews, or additional role play depending on what we determine is needed.
What makes me qualified?

I am a world-traveled author, trilingual, mother of a Gracie, and a trainer who sells. In the last eight years, I have brought in $5.5 million in sales myself, along with millions more for the teams I train. My Gap Selling certification process entailed four months of full-time study and training, followed by leading a live, 3-day training for 25 participants whose vote determined whether I passed or failed as an instructor.
What is the next step?

It all begins with the Problem Identification Chart (PIC). The PIC helps identify the problems that your company solves for your customers. Beyond surface "pains," a seller who knows the true problems that their customers face is a seller who is trusted in even the worst selling climates.

Read what past participants of my Gap Selling training have said (anonymously):

Robin was excellent and I really appreciated the safe container she created. I felt a lot of discomfort with the new methodology. Her leadership made me feel safe being vulnerable.

Robin was fantastic and took in consideration our business model and mission, as well as had vast experience in our particular business space.

DO YOU STRUGGLE WITH ANY OF THESE CHALLENGES?

We see it all the time. Deals get pushed month after month, quarter after quarter. What was supposed to be a 3-month sales cycle turns into a 6-month sales cycle, and that’s if you’re lucky to close it at all. Long sales cycles happen because: A. Salespeople don’t understand where the buyer is and why they should buy, B. There is no sense of urgency for the buyer to change, and C. The salesperson doesn’t understand the buyer’s buying process.

WHY?

A. I just don't have the right tech stack.

So what’s the solution? How do we keep harnessing technology without becoming its servant? Gartner recommends that sales leaders and sellers of the future think of it as Technology as a Teammate (TaaT), instead of just Technology as a Tool. Does that mean Tech should replace us altogether?

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B. My team doesn't know what to look for in discovery.

To you, it’s baffling. Your sales team has conducted discovery, and their buyers have said they need your product. So what’s missing? Why is the sales cycle so drawn out? What’s missing is what I will refer to as the One Question: This One Question is what your team members should ask themselves (and you can ask them) repeatedly throughout the discovery process. The one question is this: “Why does it matter to the buyer's business?”

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C. My sellers can't control discovery.

I should have shifted to a conversational tone. I should have explained why the information would be helpful. Instead, I picked a new lane and asked about something else. “Wait a minute,” he finally said. “I’m feeling back on my heels here.” What he meant was: I’m feeling interrogated. I apologized. I felt horrible for him. I felt awful about myself. But there was a gift in that experience...

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Teams struggle with low win rates or poor opportunity conversion rates because they’re unable to uncover the buyer’s motivation to change. When salespeople fail to uncover the “why,” buyers tend to stick with what they know — the status quo.

WHY?

A. My salespeople struggle with imposter syndrome.

So, you could say that the antidote to imposter syndrome is to list all the reasons why you’re good, and why you deserve the recognition you’ve gotten. In other words, you can use logic and evidence to counter the self-doubt that comes with the imposter syndrome. This can be helpful, and it’s certainly important to own and celebrate your strengths and skills but...

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B. We often lose to the competition or no change.

Imagine you’re asked to change cell phone carriers. Maybe you get an offer in the mail from a new carrier for just $5 per month – a fraction of what you pay now. And this new carrier claims to have better coverage than all the others. Would you leap to make the change? Probably not! Why? Because changing would mean…

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C. My salespeople just don't get it.

At first glance, sales leaders may think, “These all sound great, but how do I teach these skills to my sellers? They either have it or they don’t, right?” The great news is that these skills can indeed be taught. Teaching human skills through observable moments…

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The primary reason a deal doesn’t convert to a client is simply that the salesperson didn’t uncover the buyer’s motivation for change. Why should that buyer buy? This lack of understanding can stem from poor qualification criteria up front, i.e., it never was a qualified opportunity.

WHY?

A. Reluctant salespeople.

How can you help your clients realize the goals that they have in their lives if you can’t sign them on as clients? My goal in writing this book is to help those people who are reluctant salespeople…

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B. My managers are not taking charge.

Bad pipeline meetings are a waste of time and don’t provide the information you need to win. Great pipeline meetings are game changers. Taking one, two, or even three hours a week from selling is brutal. Don’t waste time with bad pipeline meetings…

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C. We are not closing without a discount.

Since value is contextual, the price of what you offer is RELATIVE to the specific value of the GAP. When the GAP is big enough, and you can bring the desired outcome, the price is small in comparison. Differentiate. Establish the GAP…

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It’s all about LEVERAGE! Protecting your pricing or selling additional products and services in the initial sale is about leverage, and too many salespeople give it away. The problem lies in a few areas: lack of confidence, the inability of salespeople to know why a prospect should buy the offering in the first place, and the sales team's inability to demonstrate the VALUE of their solution, so they default to the “base” package, or the sales team lacks knowledge of the buyer’s business problems, and therefore they are unable to provide the appropriate solution for each unique buyer.

WHY?

A. The sales team is not going deep enough.

Imagine instead that Mary takes the time to understand Dr. Jane’s business challenges. For example, does Mary know what percentage of Dr. Jane’s overall revenue is represented by supplement sales? How compliant are Dr. Jane's patients? Do they buy the product once and then go somewhere else for an inferior product?

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B. The sales team does not trust themselves.

Your sales career presents you with daily opportunities to serve others and connect to your clients with integrity and from the heart. Every day is an opportunity to flex your “intuitive muscle” to become razor-sharp in identifying new leads and being in the right place at the right time. In sales, you thrive when you leverage loving consciousness through your intuition and tap into the energy of money with playfulness and specificity.

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C. There’s more to find than just the customer’s “pain.”

Across a range of industries, I’ve identified 10 surprisingly effective discovery questions. These draw from the Gap Selling methodology – but you don’t have to be a Gap Selling expert to use them. See below.

First, a word of caution: any question that is lobbed out of left field – no matter how good – will sabotage your discovery. Be sure that any question you ask is contextual and responsive to what the buyer just told you.

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