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SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Paperback – January 31, 2012
Frequently Bought Together
"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
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.
Top Customer Reviews
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.Read more ›
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.Read more ›
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:
* 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"!Read more ›
Most Recent Customer Reviews
I like the way things are described and the logics used are very accurate. I do recommend this book for cold callingPublished 2 days ago by madhur
Great book. I am re reading it to take detailed notes on how to apply the principals. I love the idea to "mind meld" and role play with the mentality of your customer. Read morePublished 2 months ago by R. Williams
It is all here. Probably one of the best books I have seen on strategic selling. Once upon a time we used to call this brick walling where you got to know the customer better than... Read morePublished 7 months ago by Amazon Customer
Since prospects are overwhelmed, risk-averse, demanding, and easily distracted, salespeople must serve as invaluable assets who bring value to the relationship in every interaction... Read morePublished 11 months ago by Jeremey Donovan
Jill Konrath is a strong and inspiring trainer and speaker. One of the very best. If you're a sales person, a wannabe, a sales boss, a CEO or someone who wants to understand the... Read morePublished 13 months ago by Stephen D Herbert
The book has good material. But all Jill talks about is dealing with FRAZZLED customers. As if no one has control over their business workflow and time management.Published 14 months ago by S. R. MacKelvie
Read the reviews and thought it would be something I hadn't heard and might light a spark. Turns out it is pretty much the same things I've heard before. Read morePublished 15 months ago by Jack
I gave 4 stars when I was in page 100 but now that finished I give 3 cos the book is a bit boring. And repetitive.. Can't give less than 2 because it is GOOD WORK and a good book.Published 16 months ago by Laugan