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SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable.
Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP
- Keep it Simple : When you make things easy and clear for your customers, they'll change from the status quo.
- Be iNvaluable : You have to stand out by being the person your customers can't live without.
- Always Align : To be relevant, make sure you're in synch with your customers' objectives, issues, and needs.
- Raise Priorities : To maintain momentum, keep the most important decisions at the forefront of their mind.
SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP
- Keep it Simple : When you make things easy and clear for your customers, they'll change from the status quo.
- Be iNvaluable : You have to stand out by being the person your customers can't live without.
- Always Align : To be relevant, make sure you're in synch with your customers' objectives, issues, and needs.
- Raise Priorities : To maintain momentum, keep the most important decisions at the forefront of their mind.
SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
- GenresBusinessNonfiction
320 pages, Hardcover
First published May 27, 2010
130 people are currently reading
1077 people want to read
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Displaying 1 - 30 of 33 reviews
April 14, 2013
I just read the book SNAP Selling on the flight out to Columbus. I found it a very worthwhile read and some good reminders with many insights into today’s customer/buyer/prospect.
Here are my notes, I was going to write this up in word but felt the team may be able to take something away from what I found to be new/interesting.
SNAP= Simple, iNvaluable, Aligned, Priority
Customer’s default in a busy world is to do nothing. What we need to do is bring value to them and make their decisions easier. They are being pulled in a million different directions so simplify their life, not added to the complications. Simplify the sale, simplify the presentation, simplify the implementation, etc…
During presentation, make statement “this seems confusing” to elicit feedback.
Need to do your research and map out the org but also map out the Decision Maker. (roles/responsibilities, bus objectives, external challenges, internal challenges, strategies and initiatives they have, primary interfaces (people), status quo, change drivers, change inhibitors.
Build out a sample prospect first with the above attributes that are typical for the role.
When sending out an email to everyone in the company, state that you are sending it to everyone so they talk amongst themselves to see who will respond.
Don’t just become a professional checker inner. When checking in, always have a message or send a message with value. Links articles etc.
To move beyond the status quo:
• Get conceptual buy-in
• Align to THEIR goals
• Provide leadership and guidance
• Scope of potential value of change you are proposing
• Engage multiple people in the org
• Uncover obstacles
Before leaving an important voicemail, leave one for yourself first to listen to it.
3 main decisions that a prospect is going to make with you. All contain a separate process
• Allow access
• Initiate change
• Select resources
What buyers hate: self-serving sales reps, rookies who know nothing and people who have not invested the time to learn about their business.
Prove your worth and gain access by
• Show how others are dealing with the same issues that they have
• Positive potential business outcomes
• Info on competitors and industry
• Intel on their customers
• Insights and updates
On initial message, need a value prop based on business drivers, then use upward movement words like growth, increased etc. along with metrics to get their attention rather than having them hit the delete key. For an email message, you must establish your cred via references, research or trigger events. Pique their curiosity, close with a next step. i.e. I will call you back in 2 days to answer any questions that you may have on the case study I sent…
Get prioritized using trigger events, things that have happened to their business or the industry. Remember, the status quo is the course they like because it take the least amount of their time.
Can’t sell consultatively anymore, have to earn the right to ask questions such as what keeps you up at night? That message gets the delete key. Prove your capabilities first to earn the right to ask the in-depth questions. Must try and ‘light the spark” of possibilities.
Always send an agenda before any meeting. Lead with simplicity. Good strategy is to go to white board and draw today on one side and future on the other with cloud in the middle. Ask them their state today and what state they would like to get to in the future. Brainstorm to fill the gap as to how to get there.
Good to focus on future during the presentation as your competitors will be doing just that.
Good questions:
• Who is not going to be happy with this change?
• What do you need to see from me to get you where you need to be?
• At what point would you need me to support your internal buy-in efforts?
• Who else are you looking at?
• How will you differentiate between the options you are looking at?
• What happens if you don’t make a change
• Any politics involved?
• What do you need from me to get final approval?
In order to help them and keep things simple:
• Try and give them a matrix with all the vendors and what you feel are the key features/benefits that they require
• Create for them a roadmap to success
• take the lead in helping them make a decision
• Get Andrew to send them a letter stating that the entire organization will be behind them etc…
Some great tidbits in here. Enjoy and happy selling!
Here are my notes, I was going to write this up in word but felt the team may be able to take something away from what I found to be new/interesting.
SNAP= Simple, iNvaluable, Aligned, Priority
Customer’s default in a busy world is to do nothing. What we need to do is bring value to them and make their decisions easier. They are being pulled in a million different directions so simplify their life, not added to the complications. Simplify the sale, simplify the presentation, simplify the implementation, etc…
During presentation, make statement “this seems confusing” to elicit feedback.
Need to do your research and map out the org but also map out the Decision Maker. (roles/responsibilities, bus objectives, external challenges, internal challenges, strategies and initiatives they have, primary interfaces (people), status quo, change drivers, change inhibitors.
Build out a sample prospect first with the above attributes that are typical for the role.
When sending out an email to everyone in the company, state that you are sending it to everyone so they talk amongst themselves to see who will respond.
Don’t just become a professional checker inner. When checking in, always have a message or send a message with value. Links articles etc.
To move beyond the status quo:
• Get conceptual buy-in
• Align to THEIR goals
• Provide leadership and guidance
• Scope of potential value of change you are proposing
• Engage multiple people in the org
• Uncover obstacles
Before leaving an important voicemail, leave one for yourself first to listen to it.
3 main decisions that a prospect is going to make with you. All contain a separate process
• Allow access
• Initiate change
• Select resources
What buyers hate: self-serving sales reps, rookies who know nothing and people who have not invested the time to learn about their business.
Prove your worth and gain access by
• Show how others are dealing with the same issues that they have
• Positive potential business outcomes
• Info on competitors and industry
• Intel on their customers
• Insights and updates
On initial message, need a value prop based on business drivers, then use upward movement words like growth, increased etc. along with metrics to get their attention rather than having them hit the delete key. For an email message, you must establish your cred via references, research or trigger events. Pique their curiosity, close with a next step. i.e. I will call you back in 2 days to answer any questions that you may have on the case study I sent…
Get prioritized using trigger events, things that have happened to their business or the industry. Remember, the status quo is the course they like because it take the least amount of their time.
Can’t sell consultatively anymore, have to earn the right to ask questions such as what keeps you up at night? That message gets the delete key. Prove your capabilities first to earn the right to ask the in-depth questions. Must try and ‘light the spark” of possibilities.
Always send an agenda before any meeting. Lead with simplicity. Good strategy is to go to white board and draw today on one side and future on the other with cloud in the middle. Ask them their state today and what state they would like to get to in the future. Brainstorm to fill the gap as to how to get there.
Good to focus on future during the presentation as your competitors will be doing just that.
Good questions:
• Who is not going to be happy with this change?
• What do you need to see from me to get you where you need to be?
• At what point would you need me to support your internal buy-in efforts?
• Who else are you looking at?
• How will you differentiate between the options you are looking at?
• What happens if you don’t make a change
• Any politics involved?
• What do you need from me to get final approval?
In order to help them and keep things simple:
• Try and give them a matrix with all the vendors and what you feel are the key features/benefits that they require
• Create for them a roadmap to success
• take the lead in helping them make a decision
• Get Andrew to send them a letter stating that the entire organization will be behind them etc…
Some great tidbits in here. Enjoy and happy selling!
June 14, 2015
I have colleagues of mine who refer to this book as "the sales bible" and for a reason. Jil offers a structured way of approaching sales and actually improving performance there (putting emphasis on this). It is by no mean a magical formula yet what it does is prepare you for some of the hardships in approaching a frazzled customer ( which we all are in these information-rich days). I highly recommend reading the book and to get inspired on new techniques, no matter if you are an experienced sales professional or just start feeling comfortable with the idea. After all - we all sell at one point or another.
January 29, 2017
Overall the theory and advice is solid. However, nothing was groundbreaking and it felt like the wrong way to deliver the material.
I would recommend skipping the book for an outlined/sparknotes version or I would recommend to just go to her website and watch her videos.
If this was delivered in a shortened e-book I would've rated it higher - too much fluff in the book.
I would recommend skipping the book for an outlined/sparknotes version or I would recommend to just go to her website and watch her videos.
If this was delivered in a shortened e-book I would've rated it higher - too much fluff in the book.
September 15, 2016
Didn't enjoy this book. The word frazzled is abused by its over-use. I've pretty much read the content in other peoples books before this book was published.
August 18, 2019
Very american way of sales presentation. Not covering a wordwide model of sales and very repetative
March 9, 2020
This is a fantastic resource. This book is filled with great ideas and practical advice on how to win more business. Really, the biggest points are how to provide more value to your prospects and serve them in this
Early on, she gives you tools to better understand your customer. She also stresses what she calls "SNAP Factors" that sales professionals must be aware of:
S = Simple
N = iNvaluable
A = Aligned
P = Priority
After understanding your prospect, she describes and provides tools to help you through "The Three Decisions" that prospects need to make.
1. Allow Access
2. Initiate Change
3. Select Resources
At the end of the book, Konrath gives pages of great resources and books that help salespeople. This is the kind of book that I'll continue to revisit. I highly recommend it for salespeople and business owners.
Note: I read the paperback edition (2012)
Early on, she gives you tools to better understand your customer. She also stresses what she calls "SNAP Factors" that sales professionals must be aware of:
S = Simple
N = iNvaluable
A = Aligned
P = Priority
After understanding your prospect, she describes and provides tools to help you through "The Three Decisions" that prospects need to make.
1. Allow Access
2. Initiate Change
3. Select Resources
At the end of the book, Konrath gives pages of great resources and books that help salespeople. This is the kind of book that I'll continue to revisit. I highly recommend it for salespeople and business owners.
Note: I read the paperback edition (2012)
March 7, 2023
Три звездички, при все, че е между три и четири. Книгата е насочена към хора, които се опитват да продадат нещо на други хора, при това на корпоративно ниво. Все пак написаното е приложимо и за ситуации извън това и определено може да послужи на всеки, който предлага нещо. Описани са начини как да се подходи към свръхзает човек, който очакваме да ни "купи".
Написана е просто, смилаемо и неособено научно, но и самата материя не го изисква. Това не е научна разработка все пак.
Книгата е напълно комерсиална, насочена е към широката маса и не конкретно към търговци.
Все пак прочита беше приятно и определено обогатяващо изживяване.
Написана е просто, смилаемо и неособено научно, но и самата материя не го изисква. Това не е научна разработка все пак.
Книгата е напълно комерсиална, насочена е към широката маса и не конкретно към търговци.
Все пак прочита беше приятно и определено обогатяващо изживяване.
February 21, 2018
One of the better books on sales. Ideas that I learned:
Keep things simple. Complex things and proposals have too much weight and so don’t sell. Simple things sell.
Sell to a persona. Without that you have an uphill battle.
Be invaluable. Start sales like you are already solving their problem. Just jump in with what they are struggling with.
Keep things simple. Complex things and proposals have too much weight and so don’t sell. Simple things sell.
Sell to a persona. Without that you have an uphill battle.
Be invaluable. Start sales like you are already solving their problem. Just jump in with what they are struggling with.
September 21, 2022
Crisp, relevent and insightful
This is one of the few books I've read slowly and reflected on contents after every chapter.
It's highly practical.
Also provides a lot of sales tool and refrences of study materials for the business skills that are often overlook but are highly impactful.
This is one of the few books I've read slowly and reflected on contents after every chapter.
It's highly practical.
Also provides a lot of sales tool and refrences of study materials for the business skills that are often overlook but are highly impactful.
September 13, 2018
Concrete
Simple, aligned, invaluable AND priority, this book is just i want. The title tell you all. Very vety good book
Simple, aligned, invaluable AND priority, this book is just i want. The title tell you all. Very vety good book
March 4, 2019
Algo se puede sacar, pero básicamente lo original da para 5 páginas, el resto son consejos sin mucho hilo conductor y la autora diciendonos todo el rato lo buena que es para que la contratemos...
May 16, 2020
Jill is great.
May 19, 2021
Some good prospectives in this book that I’ll surely try out, it will be difficult to adapt these to more technical sales roles, but the methodology is worth looking into
May 26, 2021
Meh. Had some good information around emails.
March 26, 2022
Highly tactical. Packed with golden nuggets. My favorite ideas are the SNAP Check and Mind Meld.
January 9, 2023
Content was good, structure was butts
February 3, 2024
Great stuff
February 6, 2024
Had to read this book for work it was somewhat enjoyable lol. Def enjoy fiction more! But a good change
Read
April 15, 2012Jill is a very dynamic yet down-to-earth lady. Her stories come from a successful career wrought in the highly competitive sales trenches of enterprise business hardware.
She's a great thinker and outlines a very comprehensive process that works. She's people oriented, but process driven. Good read.
She's a great thinker and outlines a very comprehensive process that works. She's people oriented, but process driven. Good read.
January 23, 2015
Most of what she explaining is common knowledge. If you're not computer savy, she has some good tips on how to use google and linkedin as a way of generating leads. She also has some good exercises that you can implement to make you a better seller that were new to me. Overall, I wasn't blown away but not completely bummed either.
May 23, 2015
Excellent book on understanding how to understand the buyer's point of view when you're trying to sell your goods or services. (SNAP is actually less about speed and more about empathy. It stands for Simple iNvaluable, Aligned, and Priority--all the things you need to be for the buyer to say "Yes, that, now, you."
February 27, 2014
Probably one of the best B2B sales book so far! If the previous one from Jill Konrath(Selling to Big Companies) was excellent, this one is more updated and more focused to the actual moments of sales! A must read book for those interested on B2B business! Recommended!
January 26, 2016
An ode to consultative selling. Very, very practical book guiding you from lead generation to signed contracts.
Fun fact that happened to me twice with this book: reading through a chapter that dealt exactly with the issue I was meeting the same day.
Fun fact that happened to me twice with this book: reading through a chapter that dealt exactly with the issue I was meeting the same day.
January 21, 2011
The ideas given seemed sound but when I tried them out, I got no further than any other cold call. Never made it past the first step.
June 23, 2012
Recommended by my sales coach. An good explanation of why traditional sales approaches won't work anyomre.
August 10, 2016
One of the best books on selling I've run across. Jill Konrath nails today's selling environment and how sales professionals must change their approach to get in front of busy contacts.
May 18, 2013
Glad I read it. One liners and pitches turn customers away more than get them to buy. You need to be a consultant who does their homework.
June 27, 2013
great book
December 27, 2014
Only 10 good pages out of the book.
October 21, 2015
Some interesting concepts. Not my favorite sales book, but the concepts are solid and it is worth a read.
Displaying 1 - 30 of 33 reviews