Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Paperback – 30 Aug 2012
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"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
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.
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Top Customer Reviews
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.Read more ›
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.Read more ›
Most Recent Customer Reviews
SNAP selling is a fabulous concept for any one in B2B sales. Konrath goes through so many anecdotes and examples to show how selling can be done more effectively to crazy, busy... Read morePublished on 21 Feb. 2013 by Andrew Stewart