SNAP Selling

Jill Konrath has done it again.

Her new book, SNAP Selling, hits the nail on the head.  It explains in detail what all of us selling products or services in the USA have been experiencing, and why.  Prospects never answer their phone, voice mails are never returned, e-mails are deleted, appointments are harder and harder to get, and when you get them, they are shorter and shorter.

Why?  Read the book and find out.  It will change the way you sell.

A short paragraph from Chapter 3 gives you an idea of the content:

".. crazy-busy people [prospects] evaluate each interaction with you as they try to figure out what to do next.  Should they invite you in or brush you off?  Should they change from the status quo or stay where they are?  Should they work with your company or chose a different option?

Every single phone call, e-mail, working session, demonstration, presentation, or negotiation is evaluated separately, within the context of the customers current decision-making stage, and in relation to everything else that's currently going on in their lives.  With all this swirling in their minds, here's what they're asking themselves about you or what you have to offer them:

• How simple is it?  Will it take lots of time and effort?
• Does this person / company provide value?
• If this aligned with what we're trying to accomplish?
• How big a priority is it?  What's the urgency?

There are only so many things your prospects can handle in their busy schedule. They have to stay focused on only those areas they feel will have the maximum impact - the ones where the effort expended will give them the best returns.  The projects that meet these needs are the ones that get the go-ahead.  Everything else gets deferred until later or passed on entirely."

In short, Jill's insights into what it takes to be successful in today's ultra-competitive environment will have a great impact on your selling strategy.  Buy the book.  Buy it now. And stop selling like you did just a few years ago. Times have changed, and if you do not change with it, you will go the way of film cameras, white tennis balls, airplane ash trays and flip-phones did.

Dedicated to your success in North America,

Jim Worrell