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Bridging the Grand Caynon DIVIDE

8 Components of Sales Management

Establishing Sales Comp Plan

Strategic Account Management

Territory Management

The Rule of 3

Reclaiming Former Clients

Ways to close the sale

Rahal Consulting Acquires SALESMARK

Important information about your health you should know

New Market Development

8 Core Growth Initiatives

Ingredients You Need to Create Value for Your Customers

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….. the gap between the two sides is enormous. This same feeling is sometimes experienced in sales when you try to figure out how to bridge the “divide” between your side of the canyon (the initial meeting with a prospect) and when the prospect says the “yes.” All in the name of closing the sale as soon as possible.


The sale can only be made when you close that divide, but “HOW” to close that gap is the fundamental question in all sales. You can get to know your prospect superficially (the facts) or get to know them on an in-depth basis by conducting thorough research and asking strategic and probing questions. For a simple comparison, step back and think about the depth of knowledge you have about your best client; think about how you reached that point. That’s the best way to close the gap – and shorten the sales cycle.


There are several fundamental components to bolster your position as a sales person and to expedite the sale. You need to:

  1. Know more about the prospect than they know about themselves:
    • Conduct thorough research, not only into the client, its business but also its market and its industry. Check with the industry trade group and learn what trends are taking place. Learn what problems are permeating the industry. Your prospect might be experiencing the same issues. This knowledge provides a terrific starting point for a conversation at a deeper, more strategic level. This knowledge and understanding will help differentiate you from the other sales people calling on your contact.
  2. Ask the best questions that get under the superficial facts:
    • What is their most pressing issue and what value do you bring by solving the issue?
    • What are their buying criteria?
    • What is their buying process – who else is involved in the decision?
    • What is their time frame and what are the decision making variables?
    • Who is your competition?
    • How will your solution improve their business?
  3. Assess and create the correct sales strategy for each individual prospect:
    • Leverage your experience and knowledge from your dealings with other prospects or current clients in the same industry
    • Talk to other sales people you know who have been successful with the prospect
    • Discuss approaches and options with other team members
  4. Make sure the prospect sees the value of what you bring to them – WIIFT. The gap either remains open or is extended when the prospect is uncertain:
    • LISTEN to what the prospect is saying
    • The sales call is NOT ABOUT YOU
    • Get out of your own way. Put yourself in the buyer’s shoes.
    • Make sure your presentation includes the language and terminology they use (not your terms)
    • Answer the questions the prospect is intrinsically asking – why should I do business with you; what’s in it for me if, and when, I say yes.
  5. Create the correct number and the optimum timing of  “touches” so the prospect buys (and you do not sell)
  6. Bring the correct resources (people, materials, demonstrations, etc.) to play throughout the sales process
  7. Ask for the sale.


Sales are not made until the sales divide is closed; your sales cycle must meet the prospect’s buying cycle. Your role is to progress from being perceived as a vendor to becoming a trusted advisor. So, be prepared to take full responsibility for closing the gap.


With Rahal Consulting, you’ll find the answers you need to ramp up your sales management skills — and put in place ways to measure your success. Find out more when you call Joe:

Find out more when you call Joe:




This information presents a sampling of Rahal Consulting’s philosophy and approach toward sales and business development. With extensive and successful business experience accrued over numerous engagements across multiple industries, we are poised to help business leaders prepare for the future.


Rahal Consulting seeks to initiate a dialogue with business leaders and to objectively assist in the development and implementation of growth strategies and tactics.


To initiate a more in-depth discussion and for additional information, please contact Joe:


Joe Rahal

Boston, MA


Rahal Consulting

Successfully accelerating the performance of sales organizations