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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Jill Konrath's book: "SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers".
This complete summary of the ideas from Jill Konrath's book "SNAP Selling" shows that most people you try and sell to today will be crazy-busy – frazzled and run off their feet with too much to do. You’ve got to allow for this and change the way you sell to align more with how people make decisions today. In her book, the author presents the SNAP approach to selling, which is designed to help customers make the right decisions and agree to what you propose as a solution. This summary is a must-read for salespeople who want to connect with their customers and make a sale every time.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your sales skills
To learn more, read "SNAP Selling" and discover the key to influencing your customers purchasing decisions.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 34
Veröffentlichungsjahr: 2014
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Book Presentation: Snap Selling by Jill Konrath
Book Abstract
About the Author
Important Note About This Ebook
Summary of Snap Selling (Jill Konrath)
Book Presentation:Snap Selling by Jill Konrath
Book Abstract
MAIN IDEA
Most people you try and sell to today will be crazy-busy – frazzled and run off their feet with too much to do. You’ve got to allow for this and change the way you sell to align more with how people today make decisions.
Whenever anyone comes into contact with you, there will be three questions in their minds:
Is it worth my time to meet with this person and look at what they have to offer?Is the change that is being suggested worth all the disruption it will generate?Is going with this offer the very best option for my company?The SNAP approach to sales is designed to help your prospect focus on these decisions and then agree to what you’re proposing as solutions. Specifically, the SNAP system highlights the four factors which need to be at the forefront of your mind when you work with crazy-busy people:
S: Keep it simple
The more complexity and effort you eliminate from the decision-making process, the greater your chances of success become.
N: Be invaluable
There is a world of copycat products and services so the value you bring to the relationship is vital.
A: Always align
You have to stay relevant to the prospect at all times. If you’re not tightly aligned with what they’re doing, they won’t have time for you.
P: Raise priorities
You have to keep working to have your prospect see your product or service as urgent – otherwise they won’t act.
“Sales is an outcome, not a goal. It’s a function of doing numerous things right, starting from the moment you target a potential prospect until you finalize the deal. Consciously or not, today’s prospects evaluate you on these four criteria in every single sales transaction you have with them.”
– Jill Konrath
About the Author
JILL KONRATH is a sales consultant and keynote speaker. Her clients include IBM, Microsoft, GE, Accenture, Staples, 3M, Hilton, Cox Media, Bombadier and Business Journals. She is the publisher of an industry-leading newsletter as well as a blog about sales techniques. She is also the author of Get Back to Work Faster. Jill Konrath was previously a sales manager, senior account executive and sales representative at Xerox. She is a graduate of the University of Minnesota – Twin Cities.
The Web site for this book is atwww.snapselling.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of Snap Selling (Jill Konrath)
1. The SNAP sales toolkit
To sell successfully to today’s crazy-busy people, you’ll need a professional sales toolkit which has four essential components:
Understand how frazzled customers thinkKnow the SNAP factors and SNAP rulesGet inside your customer’s headMap the decision-making process and use1. Understand how frazzled customers think
Most workers today are frazzled – they’re trying to fit more and more activities into the limited time which is available. This means they become:
Anxious to get to the bottom line of everything immediately in order to figure out whether it’s worth their time or not.Easily distracted – they will be typing away at their keyboard while chatting to you on the phone.Wary of anything which seems too complex to understand or too risky to decide on quickly.Overwhelmed by all the options the marketplace offers in every field imaginable, with most of the options seeming to be clones of each other.Highly demanding and intolerant of incompetence or foolish behaviors on the part of sellers.
