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

Product Information

In 2006, SalesGene changed its name to Landslide Technologies, taking its name from an app that it developed. Having a haphazard approach to sales will naturally lead to inconsistencies and lags, which will negatively impact your revenue.

ValueSelling works well in complex, B2B sales, where it’s sometimes hard to articulate value or differentiate yourself. If you try the SPIN method on a cold lead, too many questions of any kind are likely to frustrate them before knowing how you can help them. While it’s critical to have an executive-level conversation and ensure that your C-Suite is sold on the new selling process, its success is going to rise and fall with the people who have to execute it: your sales reps and frontline managers.Frazzled prospects have these questions in their mind while you are explaining your solution to them. If you have gotten this far and still aren’t sure which methodology will work best for your team, that’s okay. At this stage, the prospect should hopefully recognize for themselves the value that the product is creating.

The Sandler selling system is one of the oldest sales methodologies still in use today because it blends well with diverse selling environments, speeds up the sales process, and puts more effort into the prospect qualification. They’re dealing with demands from colleagues, clients, and their day-to-day work—and on top of that, fielding offers from competing sellers.Seorang salesperson biasanya melakukan approach ini secara terselubung, karena tidak semua orang akan memberi respons positif dari pendekatan hard sell. Its expansive feature set has been designed for every functionality needed by businesses, and it can help you scale with expertise. Explore Impact: Next, you’ll explore how the business issue impacts the organization, in an attempt to intensify the pain and build urgency.

Of both models, the SNAP is more likely to ensure that you’re talking to a key decision-maker in your prospect company. However when someone already trust your brand to come to you for information on a product or service a consultation of someone kind is expected by the prospect, so SPIN would work here. Now, your job is to convince the prospect that you’re the seller worth going with – above every other option.Utilizing the results of this survey, she published her 2013 eBook, Cracking the LinkedIn Sales Code.