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SNAP Selling

 

저   자 : JILL KONRATH
출판사 : Portfolio Hardcover
가   격 : $25.95 (320pages)
출판일 : 2010년 05월
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도서소개

MAIN IDEA
Most people you try and sell to today will be crazy-busy ? frazzled and run off their feet with too much to do. Youve got to allow for this and change the way you sell to align more with how people today make decisions.

Whenever anyone comes into contact with you, there will be three questions in their minds:
1. Is it worth my time to meet with this person and look at what they have to offer?
2. Is the change that is being suggested worth all the disruption it will generate?
3. Is going with this offer the very best option for my company?

The SNAP approach to sales is designed to help your prospect focus on these decisions and then agree to what youre proposing as solutions.

Specifically, the SNAP system highlights the four factors which need to be at the forefront of your mind when you work with crazy-busy people:

S Keep it simple
The more complexity and effort you eliminate from the decision-making process, the greater your chances of success become.

N Be invaluable
There is a world of copycat products and services so the value you bring to the relationship is vital.

A Always align
You have to stay relevant to the prospect at all times. If youre not tightly aligned with what theyre doing, they wont have time for you.

P Raise priorities
You have to keep working to have your prospect see your product or service as urgent ? otherwise they wont act.

"Sales is an outcome, not a goal. Its a function of doing numerous things right, starting from the moment you target a potential prospect until you finalize the deal. Consciously or not, todays prospects evaluate you on these four criteria in every single sales transaction you have with them."
- Jill Konrath

About of Author
JILL KONRATH is a sales consultant and keynote speaker. Her clients include IBM, Microsoft, GE, Accenture, Staples, 3M, Hilton, Cox Media, Bombadier and Business Journals. She is the publisher of an industry-leading newsletter as well as a blog about sales techniques. She is also the author of Get Back to Work Faster. Jill Konrath was previously a sales manager, senior account executive and sales representative at Xerox. She is a graduate of the University of Minnesota - Twin Cities.

The Web site for this book is at
www.snapselling.com.

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