Snap Selling

by Konrath, Jill

• ISBN13: 9781591844709
• ISBN10: 1591844703
• Edition: Reprint
• Format: Paperback
• Copyright: 2012-01-31
• Publisher: Portfolio

Summary

Internationally recognized sales strategist Konrath shows sellers how to get more appointments, speed up decisions, and win sales with these short-fused, frazzled prospects.

Table of Contents

Introduction	p. 1
SNAP Decisions
It's Tough Out There	p. 11
How Frazzled Customers Think	p. 17
Inside the SNAP Factors	p. 22
SNAP Rules: Simple + iNvaluable + Aligned + Priority	p. 31
What's Going On Inside Your Customer's Head	p. 39
Your Customer s Decision-Making Process	p. 48
The First Decision
First Decision Overview	p. 57
Getting in the Game	p. 62
Aligned: Craft Winning Value Propositions	p. 69
Priorities: Capitalize on Trigger Events	p. 76
Create the Critical Connections	p. 84
Simple: Messages that Matter	p. 92
Passing the "Tell Me More" Test	p. 103
iNvaluable: Become Irresistible Right Away	p. 109
The Second Decision
Second Decision Overview	p. 119
Getting Off to a Good Start	p. 125
Mind Over Chatter	p. 132
Meetings That SNAP, Crackle, and Pop	p. 140
Aligned: Assessing Business Value	p. 150
iNvaluable: Become the Expert They Can't Live Without	p. 162
iNvaluable: Using Your Smarts to Create Change	p. 168
iNvaluable: Be an Everyday Value Creator	p. 177
Simple: Cut the Complexity	p. 184
Priorities: Maintain the Momentum	p. 194
Success with the Second Decision	p. 203
The Third Decision
Third Decision Overview	p. 209
Selling to Hot Prospects	p. 215
Simple: Make the Decision as Easy as Possible	p. 223
Aligned: Balancing the Value-Risk Equation	p. 234
iNvaluable: Be the One They Want to Work With	p. 243
Priority: Getting the Business	p. 252
Success with the Third Decision	p. 262
Wrapping It Up
SNAP to It!	p. 267
Acknowledgments	p. 273
Appendix	p. 277
Sales 2.0 Resources	p. 277
Recommended Reading	p. 284
Index	p. 289
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