Want to Close More Deals? Understand the Gap

Name: Want to Close More Deals? Understand the Gap
Uploaded: 2025-05-30T21:00:50+00:00
Duration: 30 s
Channel: Jake Burhans
Description: In this concise sales monologue, Jake Burhans explains the core concept of "the gap" in prospect qualification. He frames a prospect’s current situation…

30 May 2025 · 1 min

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In this concise sales monologue, Jake Burhans explains the core concept of "the gap" in prospect qualification. He frames a prospect’s current situation (point A) and desired outcome (point B) as a gap that must be bridged. Using a concrete example—a seller who inherited a rundown property and wants $75,000 in cash—Burhans illustrates how a salesperson should identify that gap, match it with a suitable product (a cash offer at the right price range), and thereby qualify the seller as a viable lead. The key takeaway is that understanding and articulating the gap equips sellers with a ready‑made solution to move prospects from point A to point B.

What is that? Well, you have a prospect and they're at point A and they want to be at point B. What is that gap? Do you have the solution that can fulfill that gap and get them to point B? So maybe they have an old rundown property that they just inherited. They're at point A and point B for them is not having this property and having $75,000 in their pocket. So if you can identify that gap and you know that we have a product, which is a cash offer at that price range, is going to fulfill that, then you have that in your back pocket. You know, it's a qualified seller in that sense. You got to understand the gap.