In this blog article, we’d like to direct your attention to a new book by Jill Konrath entitled SNAP Selling – Speed Up Sales and Win More Sales with Today’s Frazzled Customers. 
What does SNAP stand for?
- Simple
- iNvaluable
- Aligned
- Priority
Let’s examine each of this in light of “frazzled buyers” – people so busy, they could not care less about your products and services.
Simple – since they are so busy, you need to ensure your message is simple and quick to understand. Prospects don’t have time for lengthy discussions.
iNValuable – It’s no longer good enough to offer value. You have to be invaluable. Invaluable is someone so valuable, it cannot be priced. You neeed to ensure your offerings are perceived this way.
Aligned – What you are presented dovetails with what they are trying to do. How does your offerings align with buyers?
Priority – Nice to have won’t cut it. You have to be at the top of the “to-do” list.
We could share a lot more about this book – it’s an instant classic by one of the best. But why don’t you hop over to Amazon.com and buy your own copy?
This post was written by the Fearless Competitor, Jeff Ogden, President of Find New Customers, a lead generation company. Our President, Jeff Ogden, was featured in a previous book by the same author, Get Back to Work Faster. Find New Customers is also where you’ll find great content on B2B Marketing and you can learn new ways to drive sales leads using demand generation approaches.
Hi Jeff – thanks for the quick summary of Jill’s new book. “Instant classic” is a great description, as I think she’s really hit the nail on the head in the book for sales people dealing with way-too-busy prospects. You and your readers may also enjoy this slightly more in-depth review of Jill’s book: http://webbiquity.com/book-reviews/book-review-snap-selling/.