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

ISBN-10: 1591844703
ISBN-13: 9781591844709
Edition: 2012
Authors: Jill Konrath
List price: $16.00 Buy it from $3.00
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Description: "In this crazy-busy world of ours, Jill Konrath's strategies are just what sellers need to be successful." -Michael Port, bestselling author of Book Yourself SolidInternationally recognized sales strategist Jill Konrath shows how to overcome  More...

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Book details

List price: $16.00
Copyright year: 2012
Publisher: Penguin Group (USA) Incorporated
Publication date: 1/31/2012
Binding: Paperback
Pages: 320
Size: 5.50" wide x 8.25" long x 0.75" tall
Weight: 0.594
Language: English

"In this crazy-busy world of ours, Jill Konrath's strategies are just what sellers need to be successful." -Michael Port, bestselling author of Book Yourself SolidInternationally 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.

Introduction
SNAP Decisions
It's Tough Out There
How Frazzled Customers Think
Inside the SNAP Factors
SNAP Rules: Simple + iNvaluable + Aligned + Priority
What's Going On Inside Your Customer's Head
Your Customer s Decision-Making Process
The First Decision
First Decision Overview
Getting in the Game
Aligned: Craft Winning Value Propositions
Priorities: Capitalize on Trigger Events
Create the Critical Connections
Simple: Messages that Matter
Passing the "Tell Me More" Test
iNvaluable: Become Irresistible Right Away
The Second Decision
Second Decision Overview
Getting Off to a Good Start
Mind Over Chatter
Meetings That SNAP, Crackle, and Pop
Aligned: Assessing Business Value
iNvaluable: Become the Expert They Can't Live Without
iNvaluable: Using Your Smarts to Create Change
iNvaluable: Be an Everyday Value Creator
Simple: Cut the Complexity
Priorities: Maintain the Momentum
Success with the Second Decision
The Third Decision
Third Decision Overview
Selling to Hot Prospects
Simple: Make the Decision as Easy as Possible
Aligned: Balancing the Value-Risk Equation
iNvaluable: Be the One They Want to Work With
Priority: Getting the Business
Success with the Third Decision
Wrapping It Up
SNAP to It!
Acknowledgments
Appendix
Sales 2.0 Resources
Recommended Reading
Index

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