SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Paperback – Illustrated, January 31, 2012

Jill Konrath has written another fantastic book. I was faithful to Selling to Big Companies, using that book as a kind of guide to business development. I thought she hit the mark with that book but with Snap Selling, she really nailed it. Snap Selling is like having Jill beside you, coaching you through your toughest business development challenges. What I love about Jill's style of writing is that I feel that she is writing just for me. And speaking directly to me. She really knows what it's like to try to sell to crazy, busy people.When I started to read Snap Selling my first thought was- fantastic. I don't feel so alone. There is somebody who really understands what my situation is like. I especially liked her acknowledgement that, in fact, often what we have to offer doesn't appear, on the surface, to be that unique. That alot of our products and services are commoditized. And she acknowledges how hard it is to present yourself as unique and different. Ok. So I'm not imagining the challenge. But she also says here's how to cope with that.Jill offers practical tips and guidance through the most challenging situations. We've all been there- and so has she. It's clear that Jill really understands her audience and what her readers face every day. She lays it all out clearly, succinctly and effectively. She provides realistic advice and tips. She doesn't tell you to imagine some far-fetched uniqueness or force you to re-invent yourself like other sales trainers. She helps you to take what you have and present it in a realistic and favourable light. She shows you how to never give up and helps you put together strategy and tactics to get you to where you need to be- in front of your prospect. She takes you through realistic scenarios that we can all imagine ourselves in.I have already started refining and changing my approach. She helped me to get to the first step- so that I can get to the second and third steps. In fact, her book encouraged me to ask an important client for a meeting to discuss an idea I had which I knew could help him. Not only did he say yes to the meeting, thanks to Jill I handled myself differently in the meeting and I managed to secure some business with him. I know there'll be more. Jill and her wise advice gave me the confidence and the tools to make that call and seal the deal.Buy this book and then follow her advice. Jill will take you to a level you didn't think you could get to.SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers

Since prospects are overwhelmed, risk-averse, demanding, and easily distracted, salespeople must serve as invaluable assets who bring value to the relationship in every interaction by making everything a SNAP - Simple, iNvaluable, Aligned, and Priority. “Your prospects desperately want to work with smart, savvy people who bring them fresh ideas, insights, and information on how to achieve their business objectives.”1. Simplea. Propose fewer optionsb. To avoid long, boring PowerPoint presentations, use the NOSE method (needs, outcomes, solutions, evidence)c. Net-it-out by getting to the bottom-line right awayd. Start meetings by reviewing the agenda. For example, (a) review recent past interactions (b) discuss future plans (c) set next meeting date.2. iNvaluablea. Bring value to each interactionb. Engage prospects on an equal footing as two smart peers; avoid “clever” objection handling techniquesc. Never show insecurity3. Aligneda. Understand prospects’ businesses, challenges, and industry trends (though pre-call research and intelligent questions) and lead with your expertise before touching upon your features, advantages, and benefits (FAB)b. Consider tying up to half your compensation to successful execution of the projectc. Use proof sources (references, case studies, testimonials, and whitepapers) that are as similar as possible to your prospect and their circumstancesd. Clearly communicate time-to-payback, ROI, and total-cost-of-ownershipe. Build trust be being clear about clear about objectives, milestones, budget, scope of work, deliverables, and timelinesf. Understand who works with and influences the primary decision maker4. Prioritya. Create a quantified gap between your prospect’s status quo and what could be by bringing ideas that (a) solve an known or unidentified problem, or (b) capitalize on an unseen opportunity. Then, provide a vision of what is possible.b. Present your value proposition as: movement + business driver + metrics (ex: increase + conversion rates + by +50%)c. Leverage internal or external trigger events that shift an organization’s prioritiesd. Assume the role of decision guide; help customers sort through everything that has to be considered to make a change; also stress what stays the same and what complements their existing processes5. Othera. Make fewer calls/visits to ensure higher-quality; to that end, voicemails should be highly personalized as well; make every communication countb. Plan to make 10 touches spread out over four to six weeks during initial prospecting