Other Sellers on Amazon
+ $3.99 shipping
+ $3.99 shipping
SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Hardcover – May 27, 2010
|New from||Used from|
Preloaded Digital Audio Player, Unabridged
The Amazon Book Review
Book recommendations, author interviews, editors' picks, and more. Read it now
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
Customers who viewed this item also viewed
What other items do customers buy after viewing this item?
About the Author
There was a problem filtering reviews right now. Please try again later.
There are a ton of sales books out there (if you're like me, you've read most of them)--they're ubiquitous as cookbooks; but this one, if you're willing to pay close attention, will teach you how to deal with your "Busy Frazzled Customers" of big business in a way none of the others come close to. When you adopt the principles of SNAP Selling, you're going to become a professional in a way you never imagined possible. Your selling approach is going to turn 180° to the north. Doors are going to open for you which up to now have always been shut tight. Your colleagues are going to look at you in awe, ask, "Gee, what happened to Joe? What's changed all of a sudden? How's he doing it? What's his secret?"
Whomever coined the phrase "Knowledge is Power" knew what he/she was talking about. SNAP Selling will give you powerful knowledge. Enjoy, absorb, and most importantly, learn from Jill Konrath's magnificent gift to all of us in the selling profession. You'll probably wind up sending her a thank-you letter.
Using the principles outlined in the book, we were able to formulate a value proposition that immediately gained traction with leads. We were able to introduce ourselves professionally and we are in the process of shortening the time between lead acquisition and sale.
Jill writes well- and the book is engaging to read. It is not loaded with superlatives, rather with examples from real life. The information is presented concisely and logically. Reading the book is worthwhile- but implementing its content is truly compelling.
Just a few things that I did not like for instance, the examples were not always very clear or aligned to the context, and I think a few topics could have been dealt with better.
On the whole, I would recommend this book as a valuable addition to your current sales training.
Just one note on the Kindle edition. This being my first Kindle book, it took some getting used to. Note that the index is not linked so it is basicaly worthless. Some of the formatting is off, but still readable.
Top international reviews
The acronym SNAP reminds us that our interactions with our prospects need to be Simple, iNvaluable, Aligned and Prioritised. Simple, because we have a vital role to play in helping our prospects deal with the complexities that surround any decision making process. iNvaluable, because in a world where it's hard for prospects to differentiate vendor offerings, we need to find ways of elevating our unique value through our interaction with them. Aligned, because we need to remain focused at all times on the things that really matter to our prospects, and Prioritised, because if we're not dealing with issues that are urgent, we're ultimately irrelevant.
Jill skilfully explains how these four factors play out through the three key phases of our prospect's decision making journey, which she identifies as:
1. The decision to allow us access, during which we help our prospect to move from Oblivious (no interest in connecting) to Curious (agreeing to a conversation)
2. The decision to initiate change, during which we help our prospect move from Complacent (will listen to ideas) to Committed (they have concluded that the status quo is unacceptable)
3. The decision to select resources, during which we help our prospect move from Open (they are considering their options) to Certain (they have made their choice)
The book is packed with simple, illuminating insights into why these principles are relevant, and how they might be applied. Jill highlights the potential pitfalls that sales people can stumble into, and helps them anticipate and avoid the roadblocks that can so often derail the best-intended sales efforts.
Jill has an engaging, easy-to-read style. I found that my copy was quickly filled with scribbled notes in the margin and that before I got to the end of the book I'd already determined to put many of the ideas into practice. I'd be surprised if you didn't find the same.
If you're involved in complex, high-value B2B sales, and have been looking for a guide to help you navigate today's challenging buying climate, the few hours it will take you to absorb the ideas in this book will undoubtedly represent time well spent. Highly recommended.