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SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Hardcover – May 27, 2010

4.8 out of 5 stars 154 customer reviews

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Editorial Reviews

About the Author

Jill Konrath is a sales strategist and speaker whose clients include IBM , GE, and Hilton. Her first book, Selling to Big Companies, was praised by Fortune as a must-read. She writes a popular blog and newsletter at SellingtoBigCompanies.com. She lives in St. Paul, Minnesota.


"In this crazy busy world of ours, Jill Konrath's strategies are just what sellers need to be successful with today's frazzled decision makers."
-Michael Port, bestselling author of "Book Yourself Solid, The Contrarian Effect," and "Think Big Manifesto"
"How do you feel when a salesperson says: 'I want to tell you about my product'? Jill Konrath knows, better than anyone else, that busy people hate to be sold to and they don't buy products. Jill also knows what does work -that people are eager to invest in things that make their life better. Her ideas rock."
-David Meerman Scott, bestselling author of "The New Rules of Marketing & PR and World Wide Rave"
""SNAP Selling" presents an entirely new way to think about sales and selling-your customers, quotas, and partners will thank you for reading this book."
-John Jantsch, author of "The Referral Engine"
"Attention sellers: Jill Konrath has got your back if you want to increase your sales with bus --This text refers to an out of print or unavailable edition of this title.

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Product Details

  • Hardcover: 320 pages
  • Publisher: Portfolio; 5.8.2010 edition (May 27, 2010)
  • Language: English
  • ISBN-10: 1591843308
  • ISBN-13: 978-1591843306
  • Product Dimensions: 8.9 x 6 x 1.2 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (154 customer reviews)
  • Amazon Best Sellers Rank: #395,268 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By Christian Maurer on May 27, 2010
Format: Hardcover
I have never made it a secret that I think there are too many books on selling which are of little help to sellers. Those written form the point of view: "This is what made me successful and I see no reason, why this should not work for you too" I find the least useful.

SNAP Selling by Jill Konrath, is definitely not of this category. It is a book on sales that is urgently needed. It provides sellers with a set of strategies and tactics enabling them to speed up sales and win more business based on a solid framework. Contrary to many other sales books I have read, SNAP Selling spells out clearly for what type of prospects/customers these strategies and rules should be applied.

In the words of the author, today's customers are frazzled. Time is their most precious commodity. They consider buying as a disruptive act eating into their most precious resource. Even if the status quo is far from optimal; they prefer to stay with it as long as they ever can. They dread the effort and time in it will take to align their organization in agreeing to do something different. They are also fearful about making risky decision that could negatively impact their career.

We should not be mistaken in the hope that these characteristics of customers are of a temporary nature caused by the crisis for which we see signs, that the worst might now be over. The current status is the new normal and the pressure to do more with less will continue.

From the above definition of the customer, we can conclude that the book is about how to sell solutions and services considered a major purchase by the customer in the B2B context.
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Format: Hardcover Verified Purchase
The timing of this book couldn't be better. Yes, our customers are "crazy-busy" and are "frazzled" and are "not waiting for our calls" and are "deluged with information and choices." Yes, it does take a different selling approach today then what was effective in a less frenetic environment. Kornath explains in considerable detail how today's customer thinks and acts and she outlines the selling process to capture this customer. Her process is based on SNAP, an acronym for "SIMPLE" (eliminate complexity and effort for your client in their decision making process), "iNvaluable" (the value you personally bring to the relationship in world which lacks differentiation and value), "ALIGNED" (staying relevant to your customer at all times - they don't have time for anything else) and "PRIORITY (in an ever-changing business environment, you can't afford to have your prospect deem your services non-urgent). She also details a 3 step Decision-making process for each client from 1st Decision (Allow Access) to 2nd Decision (Initiate Change) to 3rd Decision (Select Resources). My assessment of the book is summarized as follows:

1) The book is well written in a conversational voice. It is well organized, succinct and supported with solid examples.

2) Very much appreciated that strategies didn't include buyer manipulation, tricks, gimmicks, jams or pitches. She demonstrates how to differentiate yourself and your product in a crowded market.

3) Book places you squarely in the mind of the buyer and the buyer's perspective. Kornath outlines a step by step process to improve your closing ratio and shorten selling cycle time.

4) I didn't find this book to be a page turner.
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Format: Hardcover Verified Purchase
Contrary to what most people think, companies ARE still hiring today! As an executive search firm, we are working on 37 open positions as this review is being posted.

Which is why, if you are a job hunter, you need Jill Konrath's "Snap Selling" in your arsenal of resources.

Selling in 2011 is tougher than ever and to be successful, sales professionals must know (or learn!) "how to sell to today's crazy, busy, frazzled customers." So how does this relate to the job hunt? As a job seeker, one is, in every sense of the word, a salesperson. Yes, even if you are an engineer, a chemist, an accountant or an IT professional, if you are interested in pursuing a new career opportunity, you must become a sales professional. Thus, wherever you read "sales professional" in the next few paragraphs, substitute the phrase "job seeker."

Today the ONLY sales professionals (and job hunters) who break through the clutter and get the attention of a decision-maker are the ones who are completely focused on the customer's business and the positive impact that they can have on it. Failure to take this approach, Konrath illustrates, almost always results in the sales person (job hunter) being "zapped from their in-box, tossed into the trash can or deleted from their voice mail."

How, then, do you get the attention of a busy, frazzled, harried decision-maker? You must construct and implement what Konrath refers to as a SNAP message:

* Simple
* iNvaluable
* Aligned
* a Priority

In regard to job hunting, what is significant to note here is that this approach could NEVER be effectively implemented in a response to an online or "advertised" job posting! On the other hand, it is TAILOR-MADE to use for tapping into the "hidden job market"!
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