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SNAP Selling summary
Brief summary
Snap Selling by Jill Konrath is a practical guide for sales professionals. It offers strategies to connect with busy buyers, stand out from the competition, and close deals faster.
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SNAP Selling
Summary of key ideas
Understanding the SNAP Selling Method
In Snap Selling by Jill Konrath, we are introduced to a method designed to help sales professionals navigate the increasingly complex and fast-paced world of modern sales. The SNAP method, an acronym for Simple, iNvaluable, Alignable, and a Priority, is a systematic approach that focuses on the customer's decision-making process and aims to help salespeople adapt their strategies accordingly.
Konrath begins by emphasizing the need for simplicity in sales interactions. She argues that today's customers are overwhelmed with information and choices, so it's crucial for salespeople to keep their message clear, concise, and easy to understand. This simplicity should extend beyond the sales pitch to the entire buying process, ensuring that customers can make decisions quickly and effortlessly.
Becoming iNvaluable to Your Customers
The next step in the SNAP method is to become iNvaluable, a term Konrath uses to emphasize the importance of being an indispensable resource for your customers. To achieve this, salespeople need to deeply understand their customers' challenges, goals, and the industry they operate in. By doing so, they can position themselves as trusted advisors who offer unique insights and solutions that no one else can provide.
Moreover, Konrath stresses the significance of aligning with the customer's objectives. She argues that salespeople must take the time to understand their customer's business and personal goals, and then align their offerings to help achieve these objectives. This alignment not only makes the sales process smoother but also increases the perceived value of the salesperson's offering in the customer's eyes.
Understanding Customer Priorities
In the last phase of the SNAP method, Konrath focuses on raising customer Priorities. She argues that sales professionals need to help customers prioritize their needs and decisions. This involves identifying and emphasizing the most critical issues that the customer needs to address, and then showing how the salesperson's offering can help them achieve their goals.
Throughout the book, Konrath emphasizes the importance of understanding the customer's perspective. She argues that sales professionals need to be empathetic and attentive to the customer's needs, rather than just focusing on pushing their products or services. By doing so, they can build stronger relationships and increase their chances of closing deals.
Applying the SNAP Method in Sales
To help sales professionals apply the SNAP method in their day-to-day activities, Konrath provides numerous real-world examples and practical tips. She advises on how to conduct effective research on potential customers, craft compelling value propositions, and deliver impactful sales presentations. She also provides guidance on how to manage time and prioritize efforts effectively, given the fast-paced nature of modern sales.
In conclusion, Snap Selling by Jill Konrath offers a comprehensive approach to sales that is tailored to the needs and behaviors of today's busy and information-overloaded customers. The SNAP method, focusing on simplicity, value, alignment, and priorities, provides a clear roadmap for sales professionals to navigate the complexities of modern sales and achieve better results.
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What is SNAP Selling about?
Snap Selling by Jill Konrath provides practical strategies for selling to today's overwhelmed buyers. Konrath emphasizes the importance of capturing buyers' attention quickly and offers insights into how to simplify the decision-making process for them. Filled with real-life examples and actionable tips, this book is a must-read for sales professionals looking to adapt to the changing landscape of B2B sales.
SNAP Selling Review
SNAP Selling (2010) offers practical strategies for selling in today's fast-paced world. Here's why this book stands out:
- With insightful techniques on selling to busy buyers, it provides a roadmap for success in a modern sales environment.
- The focus on building relationships and understanding buyer psychology sets it apart as a valuable resource for sales professionals.
- Through real-world scenarios and actionable tips, the book keeps readers engaged, ensuring a dynamic and informative read.
Who should read SNAP Selling?
Individuals in sales roles looking to improve their approach and close more deals
Entrepreneurs and small business owners seeking strategies to win over busy and distracted customers
Professionals in marketing, customer service, and business development who want to understand the modern buyer's mindset
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SNAP Selling FAQs
What is the main message of SNAP Selling?
To adapt sales strategies to align with modern buyers' short attention spans and prioritize value over volume.
How long does it take to read SNAP Selling?
Reading time varies but expect hours. The Blinkist summary can be read swiftly.
Is SNAP Selling a good book? Is it worth reading?
SNAP Selling is recommended for its insights on efficient selling in today's fast-paced market.
Who is the author of SNAP Selling?
Jill Konrath is the author of SNAP Selling.
What to read after SNAP Selling?
If you're wondering what to read next after SNAP Selling, here are some recommendations we suggest:
- Coaching for Performance by Sir John Whitmore
- Influence by Robert B. Cialdini
- The Pyramid Principle by Barbara Minto
- Made to Stick by Chip Heath and Dan Heath
- The Presentation Secrets of Steve Jobs by Carmine Gallo
- Selling the Invisible by Harry Beckwith
- You Can Negotiate Anything by Herb Cohen
- Never Eat Alone by Keith Ferrazzi
- Pitch Anything by Oren Klaff
- Getting to Yes by Roger Fisher, William Ury & Bruce Patton