SNAP Selling
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Review
"In this crazy busy world of ours, Jill Konrath's strategies are just what sellers need to be successful with today's frazzled decision makers."
-Michael Port, bestselling author of "Book Yourself Solid, The Contrarian Effect," and "Think Big Manifesto"
"How do you feel when a salesperson says: 'I want to tell you about my product'? Jill Konrath knows, better than anyone else, that busy people hate to be sold to and they don't buy products. Jill also knows what does work -that people are eager to invest in things that make their life better. Her ideas rock."
-David Meerman Scott, bestselling author of "The New Rules of Marketing & PR and World Wide Rave"
""SNAP Selling" presents an entirely new way to think about sales and selling-your customers, quotas, and partners will thank you for reading this book."
-John Jantsch, author of "The Referral Engine"
"Attention sellers: Jill Konrath has got your back if you want to increase your sales with bus --This text refers to the Paperback edition.
-Michael Port, bestselling author of "Book Yourself Solid, The Contrarian Effect," and "Think Big Manifesto"
"How do you feel when a salesperson says: 'I want to tell you about my product'? Jill Konrath knows, better than anyone else, that busy people hate to be sold to and they don't buy products. Jill also knows what does work -that people are eager to invest in things that make their life better. Her ideas rock."
-David Meerman Scott, bestselling author of "The New Rules of Marketing & PR and World Wide Rave"
""SNAP Selling" presents an entirely new way to think about sales and selling-your customers, quotas, and partners will thank you for reading this book."
-John Jantsch, author of "The Referral Engine"
"Attention sellers: Jill Konrath has got your back if you want to increase your sales with bus --This text refers to the Paperback edition.
Product Description
Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules:
Keep It Simple: Make things easy and clear for your customers.
Be iNvaluable: Stand out by being the person your customers can't live without.
Always Align: Make sure you're in synch with your customers' objectives, issues, and needs.
Raise Priorities: Keep the most important decisions at the forefront of their mind.
--This text refers to the Paperback edition.
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Customer Reviews
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
Format:Hardcover
Prior to reading your book "SNAP Selling" I had been continually trying to get my prospects attention and get them interested in arranging a meeting, to no avail. After reading your book, I tweaked my message, sent out a few cold emails and to my delight I had responses coming back within 2HRS!! from the highest level (Exec Dirs. and CEO's)either saying they were interested in talking, or advising who in the organisation I should speak to.
1 of 1 people found the following review helpful
Format:Hardcover
What an inspiring read, the previous two reviewers have said plenty (which I agree with 100%) but I wanted to give my views.
I am a sales trainer and I have found this book a must read and have not been able to put it down. It has helped to change my thought processes with its Simply approach and excellent examples. Many sales books I have read preach but Jill gives you the ideas and follows through with practical examples of how it can be used.
I am already a wash with ideas about refreshing/changing my existing courses to make them real for the end customer. Sales people can be lazy when it comes to preparation and SNAP selling provides focus during this stage, makes it easy and the results will then do the talking.
If you buy one sale book in 2011, make it this one.
I am a sales trainer and I have found this book a must read and have not been able to put it down. It has helped to change my thought processes with its Simply approach and excellent examples. Many sales books I have read preach but Jill gives you the ideas and follows through with practical examples of how it can be used.
I am already a wash with ideas about refreshing/changing my existing courses to make them real for the end customer. Sales people can be lazy when it comes to preparation and SNAP selling provides focus during this stage, makes it easy and the results will then do the talking.
If you buy one sale book in 2011, make it this one.
5 of 6 people found the following review helpful
Format:Hardcover
Jill Konrath is the acclaimed author of "Selling to Big Companies", and an acknowledged expert on the new sales strategies that are required in the face of the dramatic changes that have taken place in B2B buying behaviour. Having enjoyed Jill's previous work, I was looking forward to reading her latest book, "Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers", and I wasn't disappointed.
The acronym SNAP reminds us that our interactions with our prospects need to be Simple, iNvaluable, Aligned and Prioritised. Simple, because we have a vital role to play in helping our prospects deal with the complexities that surround any decision making process. iNvaluable, because in a world where it's hard for prospects to differentiate vendor offerings, we need to find ways of elevating our unique value through our interaction with them. Aligned, because we need to remain focused at all times on the things that really matter to our prospects, and Prioritised, because if we're not dealing with issues that are urgent, we're ultimately irrelevant.
Jill skilfully explains how these four factors play out through the three key phases of our prospect's decision making journey, which she identifies as:
1. The decision to allow us access, during which we help our prospect to move from Oblivious (no interest in connecting) to Curious (agreeing to a conversation)
2. The decision to initiate change, during which we help our prospect move from Complacent (will listen to ideas) to Committed (they have concluded that the status quo is unacceptable)
3. The decision to select resources, during which we help our prospect move from Open (they are considering their options) to Certain (they have made their choice)
The book is packed with simple, illuminating insights into why these principles are relevant, and how they might be applied. Jill highlights the potential pitfalls that sales people can stumble into, and helps them anticipate and avoid the roadblocks that can so often derail the best-intended sales efforts.
Jill has an engaging, easy-to-read style. I found that my copy was quickly filled with scribbled notes in the margin and that before I got to the end of the book I'd already determined to put many of the ideas into practice. I'd be surprised if you didn't find the same.
If you're involved in complex, high-value B2B sales, and have been looking for a guide to help you navigate today's challenging buying climate, the few hours it will take you to absorb the ideas in this book will undoubtedly represent time well spent. Highly recommended.
The acronym SNAP reminds us that our interactions with our prospects need to be Simple, iNvaluable, Aligned and Prioritised. Simple, because we have a vital role to play in helping our prospects deal with the complexities that surround any decision making process. iNvaluable, because in a world where it's hard for prospects to differentiate vendor offerings, we need to find ways of elevating our unique value through our interaction with them. Aligned, because we need to remain focused at all times on the things that really matter to our prospects, and Prioritised, because if we're not dealing with issues that are urgent, we're ultimately irrelevant.
Jill skilfully explains how these four factors play out through the three key phases of our prospect's decision making journey, which she identifies as:
1. The decision to allow us access, during which we help our prospect to move from Oblivious (no interest in connecting) to Curious (agreeing to a conversation)
2. The decision to initiate change, during which we help our prospect move from Complacent (will listen to ideas) to Committed (they have concluded that the status quo is unacceptable)
3. The decision to select resources, during which we help our prospect move from Open (they are considering their options) to Certain (they have made their choice)
The book is packed with simple, illuminating insights into why these principles are relevant, and how they might be applied. Jill highlights the potential pitfalls that sales people can stumble into, and helps them anticipate and avoid the roadblocks that can so often derail the best-intended sales efforts.
Jill has an engaging, easy-to-read style. I found that my copy was quickly filled with scribbled notes in the margin and that before I got to the end of the book I'd already determined to put many of the ideas into practice. I'd be surprised if you didn't find the same.
If you're involved in complex, high-value B2B sales, and have been looking for a guide to help you navigate today's challenging buying climate, the few hours it will take you to absorb the ideas in this book will undoubtedly represent time well spent. Highly recommended.
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