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

  • 6h 17m
  • Jill Konrath
  • Gildan Media
  • 2010

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.

In this Audiobook

  • 1. It's Tough Out There
  • 2. How Frazzled Customers Think
  • 3. Inside the SNAP Factors
  • 4. SNAP Rules: Simple + iNvaluable + Aligned + Priority
  • 5. What's Going On Inside Your Customer's Head
  • 6. Your Customer's Decision-Making Process
  • 7. First Decision Overview
  • 8. Getting in the Game
  • 9. Aligned: Craft Winning Value Propositions
  • 10. Priorities: Capitalize on Trigger Events
  • 11. Create the Critical Connections
  • 12. Simple: Messages that Matter
  • 13. Passing the “Tell Me More” Test
  • 14. iNvaluable: Become Irresistible Right Away
  • 15. Second Decision Overview
  • 16. Getting Off to a Good Start
  • 17. Mind Over Chatter
  • 18. Meetings That SNAP, Crackle, and Pop
  • 19. Aligned: Assessing Business Value
  • 20. iNvaluable: Become the Expert They Can't Live Without
  • 21. iNvaluable: Using Your Smarts to Create Change
  • 22. iNvaluable: Be an Everyday Value Creator
  • 23. Simple: Cut the Complexity
  • 24. Priorities: Maintain the Momentum
  • 25. Success with the Second Decision
  • 26. Third Decision Overview
  • 27. Selling to Hot Prospects
  • 28. Simple: Make the Decision as Easy as Possible
  • 29. Aligned: Balancing the Value-Risk Equation
  • 30. iNvaluable: Be the One They Want to Work With
  • 31. Priority: Getting the Business
  • 32. Success with the Third Decision
  • 33. SNAP to It!
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