SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers

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I’m doing my best to recap the high points of SNAP Selling, the book, but it’s a long and detailed piece of work worth reading on its own. Frazzled buyers have a difficult time organizing their priorities. They are juggling multiple tasks and duties and they often don’t know which are most important. They might care about one thing more than they should, or be focused on a solution that is less relevant than what they need. Convince the buyer that this is a top priority that will solve organization-wide and individual needs. Bonding and Rapport:Engage your buyer with a sincere desire to help. Conduct discovery and qualif y them .

Farrington, Jonathan (2009-06-02). "It's Jill Konrath Day!". Social Media Today. Archived from the original on 2014-03-06 . Retrieved 2013-10-09. Inbound selling is best suited to sales organizations with substantial inbound marketing resources, and buyers who are actively searching to solve their problem (such as making queries in search engines like Google). A sales methodology is a set of rules for how you sell your products or services to customers. It’s a philosophy of selling, often based on a particular belief about customer psychology. It defines how you should approach prospects and the kind of things that you should say to them. It offers a framework for how your rep should approach the client and win the deal. If it’s working well, all your reps should be approaching clients with consistent style and messaging. Konrath, Jill (2012-01-31). "SNAP Selling - Books by Jill Konrath - Penguin Group (USA)". Us.penguingroup.com . Retrieved 2013-10-10.

Speed Up Sales and Win More Business with Today’s Frazzled Customers

Solution selling eschews the product-centric approach and focuses instead on the benefits, impact, and relevance of a tailored solution.

The Sandler Selling System is one of the most used and celebrated sales methodologies on this list. First developed by David Sandler in 1967, the Sandler Selling System opts to reframe the entire sales process so that the buyer is convinced they are the one pursuing the deal, not the other way around .As a challenger, you work to understand what brings your prospect value by using the three T’s: teach your prospect something valuable about their industry exposure or market opportunities. Next is to tailor your offer by being the one to reveal what your customer needs. Finally, take control over the discussion as it becomes more and more personalized. SNAP selling bases it’s methodology on the idea that sales reps today are dealing with distracted prospects who have “ frazzled customer syndrome”. Frazzled customers are anxious about whether it is worth their time to evaluate your solution. They are distracted by other priorities, projects, and challenges. CHAMP designed from the ground up to focus on the customer and even starts with CH (Challenges) which puts the focus on the customer.

Decision Criteria: Understand the factors that the prospect will use to make a decision, and how those criteria are weighted.But how do you achieve a full commercial teaching pitch in six phases? Here’s how: The Warmer: Describe the problem to your buyer in a way that gets them to nod in agreement. What stands out about the challenger sales methodology, is that it encourages sales reps to make their approach more versatile and discover new ways to create a connection with prospects. You can do this by researching the strategies and habits of top performers and salespeople. Find out more about the challenger profile and other types of salespeople in selling is not about relationships. Solution Selling is a poor fit for transactional sales environments with a standardized, simple solution. The questioning sequence is typically overkill in these situations. If you have a sales organization that sells exclusively over the phone, Solution Selling is likely a poor fit. While Solution Selling doesn’t have to be face-to-face, if you sell via the web or video conference, it’s more likely to work for you. 3. What Is The SPIN Selling Methodology? Book Giveaway - Past Winners". MarketingSherpa. Archived from the original on 2014-01-02 . Retrieved 2013-10-09. One of the key principles for sales success is to have a clear set of rules and philosophies your reps can follow. No matter what field you’re working in, staff need structure and guidelines – as in “sales methodology”– to follow so they know how to approach the sale, and so they can work in harmony to present consistent messages to the prospect.

In other words, they don’t lead with their product, they lead with insight, and that changes how their buyers think about the problem their product solves. In addition to her print publications, Konrath has written a series of eBooks, sales kits, study kits and webinars related to sales. [15] She has also been consulted in publications including Forbes and the New York Times. [16] [17] Selling to Big Companies [ edit ] The Sandler selling system is one of the oldest sales methodologies still in use today because it blends well with diverse selling environments, speeds up the sales process, and puts more effort into the prospect qualification. Your product seems like a good deal. So why isn’t your prospect buying? Usually it’s due to some combination of apprehension, procrastination, laziness, and an undying loyalty to the status quo.

Should you adopt the SNAP Selling methodology?

This sales model is similar to conceptual and consultative selling. It advocates a move away from the hard sell to one where the rep will walk away if the client’s needs are not met. 6. Inbound Selling In 2010, Konrath released SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers. [26] Written from the perspective of the mid of a busy customer, the book is intended as a guide to getting busy customers to stop and pay attention to sales messages. [27] If you’re successful with SNAP selling or any other sales methodology, you’re going to see an influx of new leads and prospects. Are you ready to handle that? The good news is that you don’t have to do it alone. You can partner with the virtual receptionists at Smith.ai and get a 24/7 answering service to ensure you never miss a lead. Plus, we can help with lead intake and appointment scheduling, too, freeing up your time to focus on sales and prospecting. The MEDDIC sales methodology works best if you sell to organizations with multiple (5+) buyers with complex internal politics and an overall complex buying ecosystem and process. It helps you navigate who plays which role on the buying panel, and which steps to take with each buyer to maximize your odds of closing the deal.