Snap Selling

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  • Edition: Reprint
  • Format: Paperback
  • Copyright: 2012-01-31
  • Publisher: Portfolio
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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

Introductionp. 1
SNAP Decisions
It's Tough Out Therep. 11
How Frazzled Customers Thinkp. 17
Inside the SNAP Factorsp. 22
SNAP Rules: Simple + iNvaluable + Aligned + Priorityp. 31
What's Going On Inside Your Customer's Headp. 39
Your Customer s Decision-Making Processp. 48
The First Decision
First Decision Overviewp. 57
Getting in the Gamep. 62
Aligned: Craft Winning Value Propositionsp. 69
Priorities: Capitalize on Trigger Eventsp. 76
Create the Critical Connectionsp. 84
Simple: Messages that Matterp. 92
Passing the "Tell Me More" Testp. 103
iNvaluable: Become Irresistible Right Awayp. 109
The Second Decision
Second Decision Overviewp. 119
Getting Off to a Good Startp. 125
Mind Over Chatterp. 132
Meetings That SNAP, Crackle, and Popp. 140
Aligned: Assessing Business Valuep. 150
iNvaluable: Become the Expert They Can't Live Withoutp. 162
iNvaluable: Using Your Smarts to Create Changep. 168
iNvaluable: Be an Everyday Value Creatorp. 177
Simple: Cut the Complexityp. 184
Priorities: Maintain the Momentump. 194
Success with the Second Decisionp. 203
The Third Decision
Third Decision Overviewp. 209
Selling to Hot Prospectsp. 215
Simple: Make the Decision as Easy as Possiblep. 223
Aligned: Balancing the Value-Risk Equationp. 234
iNvaluable: Be the One They Want to Work Withp. 243
Priority: Getting the Businessp. 252
Success with the Third Decisionp. 262
Wrapping It Up
SNAP to It!p. 267
Acknowledgmentsp. 273
Appendixp. 277
Sales 2.0 Resourcesp. 277
Recommended Readingp. 284
Indexp. 289
Table of Contents provided by Ingram. All Rights Reserved.

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