SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers

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Penguin, 27 de mai. de 2010 - 320 páginas

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 Rules:

-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.
 

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Comentário do usuário  - GShuk - LibraryThing

What I like about this book is she focuses on the buyer’s decision process and how sales people can bring value. While there are many good points in this book not sure why so many people on Amazon gave it a 5. Ler resenha completa

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Conteúdo

Title Page
Inside the SNAP Factors
Simple+ iNvaluable + Aligned + Priority
First Decision Overview
Capitalize on Trigger Events
Messages That Matter
Become Irresistible Right Away
Second Decision Overview
Maintain the Momentum
Success with the Second Decision
The Third Decision
Third Decision Overview
Selling to Hot Prospects
Make the Decision as Easy as Possible
Balancing the ValueRisk Equation
Be the One They Want to Work With

Chapter 16 Getting Off to a Good Start
Mind Over Chatter
Meetings That SNAP Crackle and
Assessing Business Value
Become the Expert They Cant Live Without
Using Your Smarts to Create Change
Be an Everyday Value Creator
Cut the Complexity
Getting the Business
Success with the Third Decision
Wrapping It
SNAP to
Acknowledgements APPENDIX SALES 2 0 RESOURCES
INDEX
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Sobre o autor (2010)

Jill Konrath is a sales strategist and speaker whose clients include IBM , GE, and Hilton. Her first book, Selling to Big Companies, was praised by Fortune as a must-read. She writes a popular blog and newsletter at SellingtoBigCompanies.com. She lives in St. Paul, Minnesota.

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