GAP Selling Questions Checklist
Created by the team at Weflow ❤️
State Goal
Current state Gaining an understanding of
your prospect’s current reality.
Future state Defining where the prospect
wants to be in the
future–assuming they’ve
solved the problem.
Gap Determining the distance
between the current and
future state, as well as
whether the gap is large
enough to justify investing in
your product or service.
Created by the team at Weflow
Questions to ask
● Tell me about your current reporting solutions?
● If you had to change something about your current
technology, what would you change?
● What are the biggest shortcomings with your current
solution?
● What features do you like most about your current
solution?
● What is your business environment like?
● How many users have access to X solution?
● How confident are you that you’ll hit X goal by next
quarter?
● What activities/processes do they use X solution for?
● When do they work? And where?
● Why do you think X process is so inefficient?
● What changes would you like to see–and why?
● What is your plan for making the change?
● What steps do you plan on taking?
● What would solving X problem mean for your team?
● What would you be able to accomplish with extra
time/resources/better reporting (whatever)?
Questions to ask yourself:
● Why is achieving X goal so critical to the prospect’s
business?
● Why does X goal matter so much to the prospect on a
personal level?
● What is the catalyst driving this change?
● What specific business drivers are at play?
Questions to ask the prospect:
● What have you done to solve the problem so far?
● Are you/your team committed to taking action?
● If not, what needs to happen so you can move
forward?
● When do you need to see results?
● How will you measure success?
❤️