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Publisher's Summary

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:

  • Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo.
  • Be invaluable: You have to stand out by being the person your customers can't live 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 the perfect guide for any seller in today's increasingly frenzied environment.

©2010 Jill Konrath (P)2010 Gildan Media Corp

Critic Reviews

" 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 members say

Average Customer Ratings

Overall

  • 4 out of 5 stars
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    81
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    48
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    16
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    13
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    5

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    37
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  • Overall
    3 out of 5 stars
  • Glenn
  • Richmond Hill, ON, Canada
  • 05-22-11

OK sales book with some good take aways

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.

9 of 10 people found this review helpful

  • Overall
    2 out of 5 stars
  • Performance
    3 out of 5 stars
  • Story
    2 out of 5 stars

Good advice?

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.

1 of 1 people found this review helpful

  • Overall
    2 out of 5 stars
  • Performance
    1 out of 5 stars
  • Story
    4 out of 5 stars

Great material, poor delivery

What did you like best about Snap Selling? What did you like least?

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.

Who would you have cast as narrator instead of Jill Konrath?

Anne-Marrie Slaughter

Did Snap Selling inspire you to do anything?

It has given me some strong tools to evaluate my communications with potential clients.

Any additional comments?

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.

1 of 1 people found this review helpful

  • Overall
    2 out of 5 stars
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    1 out of 5 stars
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    1 out of 5 stars

What the heck did I just listen to?

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.

2 of 3 people found this review helpful

  • Overall
    4 out of 5 stars
  • Performance
    2 out of 5 stars
  • Story
    5 out of 5 stars

Great content, but not the best narrator

information is great, really a mandatory read for anyone in sales.
But listening to a thick mid-western accent for 6+ hours doesn't make for an enjoyable experience

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

great read

loved this book. Jill konrath explains today's buyer in a way that's easy to understand. if you want to succeed in sales this is a must read.

  • Overall
    5 out of 5 stars
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    4 out of 5 stars
  • Story
    5 out of 5 stars

Think like a business person not a sales person

Jill hits the nail on the head about crazy busy prospects. Great book to help you start thinking differently and more productively. Especially like her personal accounts of sales failures & successes.

  • Overall
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars

Great insight

Great insight for me and I would recommend it for my sales team along with other sales professionals

  • Overall
    5 out of 5 stars
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    4 out of 5 stars
  • Story
    5 out of 5 stars

Definitely worth listening to.

I walked away with many new ideas. Listening to this book made me want to catch another Konrath book.

  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars

Absolute Sales Catalyst

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.

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  • Overall
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Amazon Customer
  • 02-28-17

Clear and insightful

Highly relevant content in a complex B2B sales environment with practical suggestions to complement the ideas. Well read too.

2 of 2 people found this review helpful

  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars
  • Gus
  • 01-31-18

if only it finished as well as it started

this is an excellent sales development book. At last the reality of the real world on how to deal with buyers who have no time for you. Buy this book for prospecting and business development, not the book for a beginner in sales
The candid letter from a buyer to a sales person at 12.20 into the book is genius, worth buying just for that alone.
I would have given 5 stars but I found myself less bought in to her ideas from the stages after prospecting and gaining customer interest. Sorry was just not up to the prior level and if it had dragged on much more I would have deducted another star.
Not sure about the other reviewers comments about her performance. Personally I listened at 1.25* speed, but I was also following along with a hard copy and I noticed she was not reading verbatim and sometimes she losses track a bit (although she recovers quickly) this may have affected their enjoyment. For me she was fine and energetic and no strong accent which can be the main reasons for listener frustration.
her supporting documents on the website are great and free. so you can happily listen and get the resources of the web and no need for the hard copy