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SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Paperback – Illustrated, January 31, 2012

by Jill Konrath (Author)
4.5 4.5 out of 5 stars 346 ratings
See all formats and editions
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Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules:

• Keep It Simple: Make things easy and clear for your customers.
• Be iNvaluable: Stand out by being the person your customers can't live without.
• Always Align: Make sure you're in synch with your customers' objectives, issues, and needs.
• Raise Priorities: Keep the most important decisions at the forefront of their mind.
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Previous page
  1. Print length
    320 pages
  2. Language
    English
  3. Publisher
    Portfolio
  4. Publication date
    January 31, 2012
  5. Dimensions
    5.5 x 0.81 x 8.2 inches
  6. ISBN-10
    1591844703
  7. ISBN-13
    978-1591844709
  8. See all details
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Editorial Reviews

Review

"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.

Product details

  • Publisher ‏ : ‎ Portfolio; Reprint edition (January 31, 2012)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 320 pages
  • ISBN-10 ‏ : ‎ 1591844703
  • ISBN-13 ‏ : ‎ 978-1591844709
  • Item Weight ‏ : ‎ 9.8 ounces
  • Dimensions ‏ : ‎ 5.5 x 0.81 x 8.2 inches
  • Customer Reviews:
    4.5 4.5 out of 5 stars 346 ratings

About the author

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Jill Konrath

Jill Konrath

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Jill Konrath is a globally recognized sales strategist, author and keynote speaker. With over 1/4 million LinkedIn followers and 140,000+ blog readers, her fresh strategies help sellers win more business in an ever-evolving sales world.

The most recent challenge Jill has tackled is overwhelm. Every sales rep she talked to was crazy-busy, working non-stop. She felt the same way. Today, after several years of serious study, epic battles with deeply ingrained habits and personal experimentation, she's a different person.

In her newest book, MORE SALES, LESS TIME, Jill shares what she learned—the good, the bad and the ugly. (Yes, you'll see some of her warts!) Most importantly, you'll discover how to regain one to two hours per day—and get your mental mojo back so you can be at the top of your sales game.

JILL'S OTHER AWARD-WINNING BOOKS INCLUDE:

• AGILE SELLING helps you quickly get up to speed whenever you need to learn new info or skills. It's filled with rapid learning strategies and productivity tips to help you work smarter, not harder.

• SNAP SELLING helps you capture and keep the attention of today's crazy-busy decision makers. It soared to #1 Amazon sales book within hours of its release.

• SELLING TO BIG COMPANIES has been an Amazon Top 100 sales book since 2006. Fortune selected it as one of eight "must read" sales books, along with How to Win Friends & Influence People and Getting to Yes.

Jill is frequently quoted by top business media such as: Forbes, Fortune, ABC News, Success, New York Times, Inc., WSJ, Entrepreneur, Business Journal and FOX News.

Customer reviews

4.5 out of 5 stars
4.5 out of 5
346 global ratings
This is not another sales trick book ... it's a seriously important read
5 Stars
This is not another sales trick book ... it's a seriously important read
Jill Konrath is a strong and inspiring trainer and speaker. One of the very best. If you're a sales person, a wannabe, a sales boss, a CEO or someone who wants to understand the current environment for getting the things you want to happen ... read this.
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Top reviews from the United States

Deborah Nixon
5.0 out of 5 stars A Must Have Book
Reviewed in the United States on August 29, 2011
Verified Purchase
Jill Konrath has written another fantastic book. I was faithful to Selling to Big Companies, using that book as a kind of guide to business development. I thought she hit the mark with that book but with Snap Selling, she really nailed it. Snap Selling is like having Jill beside you, coaching you through your toughest business development challenges. What I love about Jill's style of writing is that I feel that she is writing just for me. And speaking directly to me. She really knows what it's like to try to sell to crazy, busy people.

When I started to read Snap Selling my first thought was- fantastic. I don't feel so alone. There is somebody who really understands what my situation is like. I especially liked her acknowledgement that, in fact, often what we have to offer doesn't appear, on the surface, to be that unique. That alot of our products and services are commoditized. And she acknowledges how hard it is to present yourself as unique and different. Ok. So I'm not imagining the challenge. But she also says here's how to cope with that.

Jill offers practical tips and guidance through the most challenging situations. We've all been there- and so has she. It's clear that Jill really understands her audience and what her readers face every day. She lays it all out clearly, succinctly and effectively. She provides realistic advice and tips. She doesn't tell you to imagine some far-fetched uniqueness or force you to re-invent yourself like other sales trainers. She helps you to take what you have and present it in a realistic and favourable light. She shows you how to never give up and helps you put together strategy and tactics to get you to where you need to be- in front of your prospect. She takes you through realistic scenarios that we can all imagine ourselves in.

I have already started refining and changing my approach. She helped me to get to the first step- so that I can get to the second and third steps. In fact, her book encouraged me to ask an important client for a meeting to discuss an idea I had which I knew could help him. Not only did he say yes to the meeting, thanks to Jill I handled myself differently in the meeting and I managed to secure some business with him. I know there'll be more. Jill and her wise advice gave me the confidence and the tools to make that call and seal the deal.

Buy this book and then follow her advice. Jill will take you to a level you didn't think you could get to.
 SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
2 people found this helpful
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Chris Hopfer
5.0 out of 5 stars Good read
Reviewed in the United States on April 18, 2024
Verified Purchase
Author spells out the game plan for success
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D. Kanigan
4.0 out of 5 stars "How To Sell" Guide for Large Accounts in a Frenetic Environment...4.5*
Reviewed in the United States on July 24, 2010
Verified Purchase
The timing of this book couldn't be better. Yes, our customers are "crazy-busy" and are "frazzled" and are "not waiting for our calls" and are "deluged with information and choices." Yes, it does take a different selling approach today then what was effective in a less frenetic environment. Kornath explains in considerable detail how today's customer thinks and acts and she outlines the selling process to capture this customer. Her process is based on SNAP, an acronym for "SIMPLE" (eliminate complexity and effort for your client in their decision making process), "iNvaluable" (the value you personally bring to the relationship in world which lacks differentiation and value), "ALIGNED" (staying relevant to your customer at all times - they don't have time for anything else) and "PRIORITY (in an ever-changing business environment, you can't afford to have your prospect deem your services non-urgent). She also details a 3 step Decision-making process for each client from 1st Decision (Allow Access) to 2nd Decision (Initiate Change) to 3rd Decision (Select Resources). My assessment of the book is summarized as follows:

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."
24 people found this helpful
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Deb Monfette
5.0 out of 5 stars Snap It Up
Reviewed in the United States on October 1, 2010
Verified Purchase
Read and Re-read this Book.
Snap is a resource to keep within reach on your shelf and use over and over...

S -It's easy to read. Jill's stories just pull you through the book.
N- Snap is an iNvaluable resource, and the strategies can be implemented right now.
A- It's relevant and aligned to the success of all sellers and marketers in today's fast paced, digital world.
P- It's top priority for being able to attract customers.

In fact, Snap hits the major priorities today driving sales and marketing. Jill explains and gives great examples in a very conversational style. She identifies effective sales interactions and those that will move you to dreaded D-Zone, to creating a resource center with engaging marketing and sales content. Today, plan approximately 10 touches over 4 to 6 weeks. So, good messaging plus educational resources makes you memorable.

It's a new mindset. The Internet has forever altered the way we think, find answers to our questions, research, shop and buy. We are time strapped and smothered in information, but the Web has also enabled us to find easier ways to do things.

The most important section is developing a Buyer's Matrix. Without knowing and getting inside your customer's heads to find out what's important to them, your sales and marketing efforts will be flushed. As Jill explains, it is the core foundation of all sales strategies. If you don't know or understand your buyer's needs you certainly will not get their attention.

Jill is a great storyteller. Invest your time in Snap Selling.
3 people found this helpful
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Top reviews from other countries

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gaurav
5.0 out of 5 stars Crisp, relevent and insightful
Reviewed in India on September 21, 2022
Verified Purchase
This is one of the few books I've read slowly and reflected on contents after every chapter.
It's highly practical.
Also provides a lot of sales tool and refrences of study materials for the business skills that are often overlook but are highly impactful.
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Javier
1.0 out of 5 stars Repetitivo hasta la saciedad
Reviewed in Spain on July 26, 2022
Verified Purchase
Te resumo el libro en una frase: "Los clientes no tienen tiempo para ti, vete al grano"
Chimpun y se acabó!

No esperes en 250 páginas buenos consejos adicionales al que te he dado en esa frase.
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Michele
4.0 out of 5 stars Preso usato, come nuovo!
Reviewed in Italy on October 11, 2021
Verified Purchase
Preso usato, l'ho pagato quasi metà del prezzo originale, ed è come nuovo!
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Lois E. Jenken
5.0 out of 5 stars Sales rep leaning tool
Reviewed in Canada on October 24, 2019
Verified Purchase
Great book to increase sales
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thierry Obrecht
5.0 out of 5 stars top
Reviewed in France on June 28, 2013
Verified Purchase
je recommande une lecture simple et d'excellent conseils. La lecture est simple.il faut avoir ce livre sur son chevet !
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