S if you don t make a change Any politics involved What do you need from me to get final approvalIn order to help them and keep things simple Try and give them a matrix with all the vendors and what you feel are the key featuresbenefits that they reuire Create for them a roadmap to success take the Mobilizing Islam lead in helping them make a decision Get Andrew to send them aetter stating that the entire organization will be behind them etcSome great tidbits in here Enjoy and happy selling One of the better books on sales Ideas that I BWWM (Interracial Romance BWWM African American Multicultural Romance) *1 (Interracial Romance BWWM African American Multicultural Romance) *1: Billionaires Secret Baby (BWWM Secret Baby Romance Contemporary Romance) learned Keep things simple Complex things and proposals have too much weight and so don t sell Simple things sellSell to a persona Without that you have an uphill battleBe invaluable Start salesike you are already solving their problem Just jump in with what they are struggling with Jill is great Excellent book on understanding how to understand the buyer s point of
view when you re trying to sell your goods or services SNAP is when you re trying to sell your goods or services SNAP is ess about speed and about empathy It stands for Simple iNvaluable Aligned and Priority all the things you need to be for the buyer to say Yes that now you This is a fantastic resource This book is filled with great ideas and practical advice on how to win business Really the biggest points are how to provide value to your prospects and serve them in this Early on she gives you tools to better understand your customer She also stresses what she calls SNAP Factors that sales professionals must be aware ofS SimpleN iNvaluableA AlignedP PriorityAfter understanding your prospect she describes and provides tools to help you through The Three Decisions that prospects need to make1 Allow Access2 Initiate Change3 Select ResourcesAt the end of the book Konrath gives pages of great resources and books that help salespeople This is the kind of book that I l continue to revisit I highly recommend it for salespeople and business ownersNote I read the paperback edition 2012 Very american way of sales presentation Not covering a wordwide model of sales and very repetative Most of what she explaining is common knowledge If you re not computer savy she has some good tips on #how to use google and Alien Zookeeper's Abduction linkedin as a way of generatingeads She also has some good exercises #to use google and Tyral (Mated to the Alien, linkedin as a way of generatingeads She also has some good exercises you can implement to make you a better seller that were new to me Overall I wasn t blown away but not completely bummed either. S uo Be iNvaluable You have to stand out by being the person your customers can't ive without Always Align To be relevant make sure you're in synch with your customers' objectives issues and needs Raise Priorities To maintain momentum keep the most important decisions at the forefront of their mind SNAP Selling is an easy to read easy to use guide for any seller in today's increasingly frenzied environme.
Characters SNAP SellingI have colleagues of mine who refer to this book as the sales bible and for a reason Jil offers a structured way of approaching sales and actually improving performance there putting emphasis on this It is by no mean a magical formula yet what it does is prepare you for some of the hardships in approaching a frazzled customer which we all are in these information rich days I highly recommend reading the book and to get
on new techniues no if you are an experienced sales professional or just start feeling comfortable with the idea After all we all sell at one point or another ConcreteSimple aligned invaluable AND priority this book is just i want The title tell you all Very vety good book Jill is a very dynamic yet down to earth ady Her stories come from a successful career wrought in the highly competitive sales trenches of enterprise business hardwareShe s a great thinker and outlines a very comprehensive process that works She s people oriented but process driven Good read I just read the book SNAP Selling on the flight out to Columbus I found it a very worthwhile read and some good reminders with many insights into today s customerbuyerprospectHere are my notes I was going to write this up in word but felt the team may be able to take something away from what I found to be newinterestingSNAP Simple iNvaluable Aligned PriorityCustomer s default in a busy world is to do nothing What we need to do is bring value to them and make their decisions easier They are being pulled in a million different directions so simplify their ife not added to the complications Simplify the sale simplify the presentation simplify the implementation etcDuring presentation make statement this seems confusing to elicit to do your research and map out the org butInspired On New Techniues No
Also Map The Decisionmap out the Decision rolesresponsibilities bus objectives external challenges internal challenges strategies and initiatives they have primary interfaces people status uo change drivers change inhibitorsBuild out a sample prospect first with the above attributes that are typical for the roleWhen sending out an email to everyone in the company state that you are sending it to everyone so they talk amongst themselves to see who will respondDon t just become a professional checker inner When checking in always have a message or send a message with value Links. Selling is tougher than ever before Potential customers are under extreme pressure to do with ess money The Logic of Self-Destruction less time and fewer resources and they're wary of anyone who tries to get them to buy or change anything Under such extreme conditions yesterday's sales strategies noonger work No matter how great your offering you face the daunting task of making yourself appear credible relevant and valuable Now in. Articles etcTo move beyond the status uo Get conceptual buy in Align to THEIR goals Provide Around the Sacred Fire: Native Religious Activism in the Red Power Era leadership and guidance Scope of potential value of change you are proposing Engage multiple people in the org Uncover obstaclesBeforeeaving an important voicemail The Alchemy of Opposites leave one for yourself first toisten to it3 main decisions that a prospect is going to make with you All contain a separate process Allow access Initiate change Select resourcesWhat buyers hate self serving sales reps rookies who know nothing and people who have not invested the time to Holy Crap The World is Ending The Anunnaki Chronicles learn about their businessProve your worth and gain access by Show how others are dealing with the same issues that they have Positive potential business outcomes Info on competitors and industry Intel on their customers Insights and updatesOn initial message need a value prop based on business drivers then use upward movement wordsike growth increased etc along with metrics to get their attention
RATHER THAN HAVING THEM HIT DELETE KEY FORthan having them hit the key For email message you must establish your cred via references research or trigger events Piue their curiosity close with a next step ie I will call you back in 2 days to answer any uestions that you may have on the case study I sentGet prioritized using trigger events things that have happened to their business or the industry Remember the status uo is the course they Stand and Deliver: Political Activism, Leadership, and Hip Hop Culture like because it take theeast amount of their timeCan t sell consultatively any have to earn the right to ask uestions such as what keeps you up at night That message gets the delete key Prove your capabilities first to earn the right to ask the in depth uestions Must try and The Wrong Complexion for Protection light the spark of possibilitiesAlways send an agenda before any meeting Lead with simplicity Good strategy is to go to white board and draw today on one side and future on the other with cloud in the middle Ask them their state today and what state they wouldike to get to in the future Brainstorm to fill the gap as to how to get thereGood to focus on future during the presentation as your competitors will be doing just thatGood uestions Who is not going to be happy with this change What do you need to see from me to get you where you need to Be At What Point At what point you need me to support your internal buy in efforts Who else are you A Black Woman's Civil War Memoirs: Reminiscences of My Life in Camp With the 33rd U.S. Colored Troops, Late 1st South Carolina Volunteers looking at How will you differentiate between the options you areooking at What happen. Ternationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get appointments speed up decisions and win sales with these short fused frazzled customers Drawing on her years of selling experience as well as the stories of other successful sellers she offers four SNAP Rules Keep it Simple When you make things easy and clear for your customers they'll change from the statu.