Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, 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 no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable.
Now, internationally recognized sales strategist Jill Konrath tells you how to overcome these obstacles to get more 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:
SNAP Selling is the perfect guide for any seller in today's increasingly frenzied environment.
©2010 Jill Konrath (P)2010 Gildan Media Corp
"SNAP Selling is a mission-critical tool for building lasting, profitable relationships. Jill goes far beyond defining a sales process by rolling up her sleeves to share specifics about what you absolutely must do to become indispensable to your customer." (Rick Pulito, vice president of sales, BI Worldwide)
"Sales organizations of tomorrow will need to be fundamentally different from today. SNAP Selling will not only radically change your thinking, it's one of those rare books that gives you actionable strategies, steps, and examples that differentiate your approach and ultimately the value of your offering. For the next generation sales force, this is a must read!" (Geoffrey Eitland, vice president sales, Staples, Inc.)
What I like about this book is she focuses on the buyer???s decision process and how sales people can bring value. While there are many good points in this book not sure why so many people on Amazon gave it a 5.
Why would the author not have someone professional record the book?
Then at one point she recommends pretending you are the prospect and calling yourself and role playing with yourself as if you are schizophrenic.
By the time you do all of this stuff you will have failed out of the business... Whatever business you are in.
She's right it's really hard to get in front of busy individuals, but her solution is to waste their time be regularly sending them articles via email along with a message like "this article will be useful to you."
Also, the entire book seems like a plug for her consulting services.
I really love Ms. Konrath has a great system and this book has helped me organize my thoughts and build my sales strategies. Where the audio book falls down is in the quality of sound, and the reading. It feels cold and monotone. I feel like Ms. Konrath is just speeding through the material without a thought to the listener's process.
It has given me some strong tools to evaluate my communications with potential clients.
I'm actually buying the book rather than listening to the remainder of this audio book. Reading isn't as convenient for my packed train commute to and from Manhattan, but I will get more from the material when I'm not focusing on the quality of the audio and the forced pace of the reader's voice.
A proven sales methodology based on extensive sales experience that works for today "frazzled" customers...
I recommend it for novice and professional experienced sales reps alike.
One thing missing: a summary graph of the three decisions ( like the one mentioned in Agile Selling), but not a significant issue.
Tip: for novice sales reps, you may need to study it in a group, using the study guide.
If you're selling a product or service that is a high ticket item and you're looking to invest time, research, make proposals, multiple meetings with the company this is a good book, if you're starting in sales and selling a product where you're in and out something that they may or may not need (ex. selling flowers, cakes, catering food, printing service, etc.) then i didn't find this book that great, she was lacking more depth in those types of sales. she mentioned a person selling menu's, I would like to have heard a little more on how this person grew in sales. not many restaurants need menus often, and i see it as hard to compete with another printer as there is not much value you can present to distinguish you from another printer who can most likely do the same thing.
Definitely a good crash course for new sales professionals, and a refresher for experienced Sales reps. Not a lot of actionable material or guidance to build the SNAP practice in to our daily sales activities.
I'm an entrepreneur and I needed a quick and dirty introduction to selling to businesses...this book was more than sufficient. I realized how many things I'd been doing completely wrong and began a course correction. Since I bought this book, I've been able to redirect my sales team and we're now implementing the strategies taught in this book. It's a great beginners (and probably intermediate) guide to B2B selling.
Like Jill's other book, Selling To Big Companies, this book is packed with practical steps to get the attention of busy prospects and move towards the sale. This book won second place in the 2010 top sales books of the year and for good reason. You will want to read it multiple times to understand the shift you will need to make in your sales approach and process. Customers are changing and sales people need to make a change too to stay successful.
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