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SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Paperback – January 31, 2012
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"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
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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. It's not a book that can be powered through in a day or two - it's meant to be read, digested and then back to the plow horse. It is more of a "How To" Sell book than an engaging story telling experience. That being said, this will be a reference book that will reside firmly on my shelf.
5) The book is written for the reader interested in B2B sales at/to larger companies & larger accounts - with more complex sales - providing multiple selling opportunities - with longer cycle sales - as opposed to selling to individuals with shorter cycle decision times (although many of the concepts apply).
6) Book is more applicable for salespeople at larger established companies vs those at smaller companies or start-ups
A few of my favorite excerpts:
"CSO Insights shows that 53% of sales organizations report that less than half of their first meetings resulted in a second meeting...What was the biggest difference between companies that did well versus those that struggled? Easy access to insights and knowledge about their prospects' company, marketplace, competitor and even decision makers...in short, you must prepare for these initial meetings...winging it doesn't work. Until you understand this in your bones, you'll have a tough time in sales."
"Enrolling is not about forcing, cajoling, tricking, bargaining, pressuring or guilt tripping someone into doing things your way...enrollment is the art and practice of generating a spark of possibility for others to share...people who are 'enrolled' want to get involved. They believe it's worth it, that a positive result - perhaps one they'd never even thought of before - is possible."
"Deliver a killer presentation that tells the story of how their lives will be better when they use your solution...back it up with stats and similar client examples. Make sure you eliminate the unnecessary; get rid of bullets and get rid of words. Use images to relay your ideas....that's what it takes to engage people and get their conceptual buy-in. Get them excited. Remove the drudge and toil factors. When you can do that, they care - and you really need that if you're going to do business with their organization."
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.
This isn't regurgitated sales stuff that you find in almost every book. Sales has changed. People are busy, make snap judgements and are more interested in keeping you out than in letting you sell. SNAP selling is geared to the new reality of how business people operate today. Useful advice on how to stop wasting people's time, how to craft attention grabbing messages, pitches, and voice mails. You have to get noticed and get people's attention before you can sell them anything. Snap Selling show how to do that.
A great book, a rare book. Much needed and very valuable.
Most recent customer reviews
suitable for b2b sales
great guide for getting in the front door and having the...Read more