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Confused about why you are not hitting your numbers?

Hi, I’m Robin!

I teach teams to sell with empathy, helping them understand their buyers and close deals more efficiently.

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 create a comfortable, collaborative classroom focused 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. I am also the author of "Heart-Powered Sales: Grow Your Sales Exponentially with Emotional Intelligence and Intuition".
  • 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 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 current state and the desired future state. With this information, sellers can build a true business case for why the buyer should make a change.
  • 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.

WHAT PAST PARTICIPANTS SAY:

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?

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?”

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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