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Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Hardcover – 7 Jun 2010

4.8 out of 5 stars 9 customer reviews

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Product details

  • Hardcover: 297 pages
  • Publisher: Portfolio (7 Jun. 2010)
  • Language: English
  • ISBN-10: 1591843308
  • ISBN-13: 978-1591843306
  • Product Dimensions: 22.6 x 15.2 x 3 cm
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Bestsellers Rank: 1,133,507 in Books (See Top 100 in Books)
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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.

About the Author

Jill Konrath's fresh sales strategies, provocative insights & practical advice help sellers win business with today's crazy-busy prospects.She's an internationally-recognized author and popular speaker at annual sales meetings, kick-off events and professional conferences. Her previous books include Snap Selling and the award-winningSelling to Big Companies. She also publishes an industry-leading newsletter and is frequently quoted by New York Times, Inc., WSJ, Entrepreneur, Selling Power and Sales & Marketing Management. --This text refers to the Paperback edition.

Customer Reviews

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Top Customer Reviews

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.
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Format: Hardcover Verified Purchase
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.
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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.
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Format: Hardcover
In her previous book, Selling to Big Companies, Jill Konrath introduced a number of core principles that - if fully understood and properly applied - can help almost anyone to achieve success in sales. She suggests that experienced sellers must "un-learn" much of what they assume to be true thus far, and by doing so, Konrath makes it crystal clear what simply doesn't work...and why. Less experienced sellers will probably find it easier to apply her advice that is eminently practical...and immediately actionable.

Konrath also explains how to "build a foundation" for what eventually could become a cohesive, comprehensive, and cost-effective system for effective preparation, cultivation, and solicitation. What she is talking about really is a high-stakes "game" played against formidable opponents according to rules that can sometimes change suddenly in response to unexpected developments.

Indeed, a great deal has changed during the five years since that book was published. For example, mostly because of online resources that are easily accessible, customers are much more knowledgeable about options purchase now than ever before thus and have more issues to consider than ever before. One result is that they seem to have the attention span of a strobe light flash. Another is that, especially during a down economy, customers often feel (as Konrath characterizes it) "frazzled." Whether selling to a big company or to an individual, those in sales must make "fundamental shifts" (adjustments, modifications, refinements, etc.) in terms of what they do and how they do it, what they avoid as well as what they master and then initiate, "in order to get in front of this rapidly changing marketplace."

Konrath acknowledges, "Some people won't like what I have to say.
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Format: Paperback Verified Purchase
Totally different audience to the businesses I am aiming at but gives great insight and the techniques work across the board, you just have to re-think the wording to fit with your target clients. Lots of food for thought and we are instigating some of her suggestions in our business with positive results. I recommend this book highly if you want to improve your selling skills and/or selling processes within your business
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