SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
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Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules: Keep It Simple: Make things easy and clear for your customers. Be iNvaluable: Stand out by being the person your customers can't live without. Always Align: Make sure you're in synch with your customers' objectives, issues, and needs. Raise Priorities: Keep the most important decisions at the forefront of their mind.
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and marketing department within a rapidly growing business; establishing sales and marketing processes; and management of sales, marketing, and creative personnel. With this kind of information at your fingertips, it’s easy to create messaging that’s aligned with people’s needs and key priorities. The guesswork is gone. LinkedIn’s search capability can be invaluable. You can search by title, company, school, location, industry, and numerous relevant key words. Make sure you use the advanced
decision for us. • That could be a ton of work, though, and I’m not sure I have the time. • Even if the ROI (return on investment) is solid, success is still not guaranteed. • Getting everyone’s buy-in is a thankless undertaking. Competition These are your two primary competitors:Status quo. Newton’s Law of Inertia applies here: A body at rest tends to stay at rest. This is true of your customers, even if their current situation is less than perfect. It’s their default setting.
studying the problem, and engaging the troops. The principles at the core of enrollment may seem like sales heresy to traditionalists, but they’re really the foundation of all good selling. Let go of the outcome. If you want something badly (such as a next meeting), people can smell it. They feel your need, your pandering, your push, or even your desperation. Stop focusing on the sale. Focus on the possibilities. Paint the picture of the tangible outcomes so your prospects can see themselves
until now, will wake up with a vengeance and do whatever it takes to keep their customer. • Internal resources who would prefer to keep the work in house rather than using an outside company. • Traditional competitors who are offering products or services very similar to your company’s. • Nontraditional competitors who offer your prospects a totally different way to achieve their objectives. • Other, more urgent uses of corporate funds that may arise during the evaluation process.