SNAP Selling: Speed up Sales and Win More Business with Today's Frazzled Customers
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Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Introduction 1PART 1 Snap Decisions1 It's Tough out There 112 How Frazzled Customers Think 173 Inside the SNAP Factors 224 SNAP Rules: Simple + iNvaluable + Aligned + Priority 315 What's Going On Inside Your Customer's Head 396 Your Customer's Decision-Making Process 48PART 2 The First Decision7 First Decision Overview 578 Getting in the Game 629 Aligned: Craft Winning Value Propositions 6910 Priorities: Capitalize on Trigger Events 7611 Create the Critical Connections 8412 Simple: Messages that Matter 9213 Passing the "Tell Me More" Test 10314 iNvaluable: Become Irresistible Right Away 109PART 3 The Second Decision15 Second Decision Overview 11916 Getting Off to a Good Start 12517 Mind Over Chatter 13218 Meetings That SNAP, Crackle, and Pop 14019 Aligned: Assessing Business Value 15020 iNvaluable: Become the Expert They Can't Live Without 16221 iNvaluable: Using Your Smarts to Create Change 16822 iNvaluable: Be an Everyday Value Creator 17723 Simple: Cut the Complexity 18424 Priorities: Maintain the Momentum 19425 Success with the Second Decision 203PART 4 The Third Decision26 Third Decision Overview 20927 Selling to Hot Prospects 21528 Simple: Make the Decisison as Easy as Possible 22329 Aligned: Balancing the Value-Risk Equation 23430 iNvaluable: Be the One They Want to Work with 24331 Priority: Getting the Business 25232 Success with the Third Decision 262PART 5 Wrapping It Up33 SNAP to It! 267Acknowledgments 273Appendix 277Sales 2.0 Resources 277Recommended Reading 284Index 289
