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

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With any deal, Konrath points out that that there’s not just one decision involved—to buy or not to buy. There are actually three critical decisions: The last thing you want is your sales team to view this as a “flavor of the week” type of deal. Step 3: Demonstrate What “Good” Looks Like Top Social Media and Marketing Books of 2010 | B2B Marketing Blog". 2010-12-16 . Retrieved 2013-10-09.

Gong’s sales management software gives you total visibility into customer-facing conversations, helping you ensure the success and adoption of your sales methodology. First, let’s start with a list of the top 11 sales methodologies, and how to sort out which one is right for you. Sales professionals must remember this and help prospects change their current habits. Only then will they be able to attract these prospects.Johnson, Michael Dalton (15 April 2010). Top Dog Recession-Busting Sales Secrets: 50 Experts Show You Proven Ways to ... - Google Books. ISBN 9781934346150 . Retrieved 2013-10-10.

Solution selling has guidelines for training your sales reps on how to learn more about your prospects underlying pain points. Secondly, find out how to structure your questions to learn what causes these problems so you can rank them according to importance. This way you can start a conversation about the magnitude of these problems, urgency, and how their business would benefit if the pains were resolved. As a challenger, you work to understand what brings your prospect value by using the three T’s: teach your prospect something valuable about their industry exposure or market opportunities. Next is to tailor your offer by being the one to reveal what your customer needs. Finally, take control over the discussion as it becomes more and more personalized. The best sales teams have some type of framework or methodology that they follow to cultivate their success. There are several methods out there today, including the classic Sandler Selling System, as well as those that have come after it, like SNAP selling. This method was created by Jill Konrath and borne of frustration with existing sales processes. It focuses on understanding a buyer’s needs, corralling their decision makers, being clear about savings, and pushing for a decision. How to Know If It’s Right For You

These are some of the most important concepts introduced in SNAP Selling, other than the SNAP acronym content itself: The buyer’s matrix. In many ways, this is the hardest decision to secure – most people don’t have the time or patience to deal with your messages and conversation starters. 2. Departing from the status quo. In addition to her print publications, Konrath has written a series of eBooks, sales kits, study kits and webinars related to sales. [15] She has also been consulted in publications including Forbes and the New York Times. [16] [17] Selling to Big Companies [ edit ] Force Management’s definition of Command of the Message is “being audible ready to define your solutions to customers’ problems in a way that differentiates you from your competitors and allows you to charge a premium for your products & services.” 3. Conceptual Selling The sales process that works in one stage of your company’s growth may actually harm it at a different stage.