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

Name: SNAP Selling Speed up Sales and Win More Business with Today's Frazzled Customers
Price: 2.61 USD
Availability: InStock
ISBN: 9781591844709

ISBN-10: 1591844703

ISBN-13: 9781591844709

Edition: 2012

Authors: Jill Konrath

List price: $16.00

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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 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…

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



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