Jill Konrath - SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers

Table of Contents

Title Page

Copyright Page

Dedication

Chapter 1 - Its Tough Out There

Chapter 2 - How Frazzled Customers Think

Chapter 3 - Inside the SNAP Factors

Chapter 4 - SNAP Rules: Simple + iNvaluable + Aligned + Priority

Chapter 5 - Whats Going On Inside Your Customers Head

Chapter 6 - Your Customers Decision-Making Process

Chapter 8 - Getting in the Game

Chapter 9 - Aligned: Craft Winning Value Propositions

Chapter 10 - Priorities: Capitalize on Trigger Events

Chapter 11 - Create the Critical Connections

Chapter 12 - Simple: Messages That Matter

Chapter 13 - Passing the Tel Me More Test

Chapter 14 - iNvaluable: Become Irresistible Right Away

Chapter 16 - Getting Off to a Good Start

Chapter 18 - Meetings That SNAP, Crackle, and Pop

Chapter 19 - Aligned: Assessing Business Value

Chapter 20 - iNvaluable: Become the Expert They Cant Live Without

Chapter 21 - iNvaluable: Using Your Smarts to Create Change

Chapter 22 - iNvaluable: Be an Everyday Value Creator

Chapter 23 - Simple: Cut the Complexity

Chapter 24 - Priorities: Maintain the Momentum

Chapter 25 - Success with the Second Decision

Chapter 27 - Sel ing to Hot Prospects

Chapter 28 - Simple: Make the Decision as Easy as Possible

Chapter 29 - Aligned: Balancing the Value-Risk Equation

Chapter 30 - iNvaluable: Be the One They Want to Work With

Chapter 31 - Priority: Getting the Business

Chapter 32 - Success with the Third Decision

Chapter 33 - SNAP to It!

APPENDIX - SALES 2.0 RESOURCES

INDEX

FREE RESOURCES FROM JILL KONRATH

HAVE JILL KONRATH SPEAK AT YOUR NEXT EVENT!

Buyers are fried, frazzled, and frenetic. Jill Konrath took that obvious insight and rewrote the book on selling. Turns out it has massive ramifications for consultative selling, how you communicate, and your entire sales process. SNAP Selling is more than a good acronymits a sales book for our times.

Charles H. Green, CEO, Trusted Advisor Associates, and author of Trust-based Selling

Wake up! In todays economy, your sales team is your primary competitive advantagenot your products or services. SNAP Selling clearly articulates the knowledge and skills they need to dominate the market.

Mary Delaney, CEO, Personified

This book artfully reveals the key insights every salesperson or sales exec better know if they want to be a top producer today.

Chet Holmes, author of The Ultimate Sales Machine

SNAP Selling is a Sales 2.0 survival guide for this decade. In it, Jill blends her years of selling experience, sharp wit, and Midwestern sensibility to create a valuable resource for the modern sales professional.

Rand Schulman, chief marketing officer, InsideView

Jill Konrath has written the definitive book on how to sell in an Internet-driven, time-pressured, information-overloaded world. Her truly innovative SNAP Selling strategies leave other sales models in the dust and are guaranteed to have your sales smokin faster than you can say ready, aim, fire!

Anne Miller, author of Metaphorically Selling

Jill Konrath has done it again! SNAP Selling offers a clear strategy for how to reach, engage, and sell to todays hyper-connected, on-the-move business leaders. Kudos for showing us the road map.

Razi Imam, founder, Landslide Technologies and 113 Industries

Having a unique perspective on the sales performance and sales training business, I see Jill Konrath at the top of the heap when it comes to practical ideas, loyal followers, understanding of the critical selling issues today, and most important, relevance. I not only recommend her books, I recommend her.

Dave Stein, CEO and founder, ES Research Group, Inc.

Jill Konrath has an incredible gift that she shares in this book. By leveraging her vast sales wisdom, she delivers precise, relevant, and timely solutions that solve the most pressing challenges among todays sales force. Jill lasers in with pinpoint accuracy on the unique needs of todays sales professionals, providing them with selling strategies that shift personal productivity into hyper-drive, accelerate customer interest, and win more sales.

Keith Rosen, executive sales coach and author of the award-winning Coaching Salespeople into Sales Champions

As a corporate leader, time is my most precious commodity. If Im working with a seller who has been smart enough to take the SNAP approach, Im certain he or she will be better able to understand my priorities, communicate effectively, and respect my busy schedule. Read SNAP Selling and learn what it takes to become a priceless asset to your customers.

Suzanne Sheppard, CEO, Executive Conversation, Inc.

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

Selling has changed radically and Jill Konrath has captured the essence of how to be successful in this new too-busy world. Shes a master storyteller and a gifted seller. This book is filled with examples thatll make you stop your old-style selling and shift your approach to one of SNAP selling.

Kendra Lee, president, KLA Group, and author of More Hot Prospects

Sales organizations of tomorrow will need to be fundamentally different from those of today. SNAP Selling not only will radically change your thinking, its one of those rare books that give 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 of sales, Staples, Inc.

At a time when executives face increased pressure to get more done in less time, Jill Konrath shows salespeople how to capture and keep the attention of these key decision makers. SNAP Selling is a real-world book from a real-world expert.

Jim Fowler, CEO, Jigsaw

For all the marketing and salespeople who havent figured out how to adjust to buyers taking control, Jill Konrath clears that up in SNAP Selling. She doesnt just give you a high-level view, but rolls up her sleeves and provides practical approaches to put her on-target strategies into action.

Ardath Albee, author of eMarketing Strategies for the Complex Sale

Jill Konrath gets what buyers deal with on a day-to-day basis and what keeps them from buying. In SNAP Selling, she shows salespeople how to cut through all the clutter and speed up the sales cycle. Its a must-read for new and veteran sellers.