My excellent friend, Jill Konrath, has done it again! Her new book, SNAP Selling, has launched to much well-deserved acclaim. If you haven't read it yet, I urge you to go get a copy - Do it right now.
Whether you're in sales or in marketing, one of the things most of us struggle with is getting to know our buyers well enough to engage them effectively and get them to buy.
Jill pulls back the curtain on the buyers' world to expose why what we've been doing is no longer good enough to get the job done. To reverse this trend, Jill shares fresh sales strategies—including the 4 SNAP Rules—and shows you just how to apply them to drive sales.
SNAP stands for:
Keep it Simple
Be iNvaluable
Always Align
Raise Priorities
One of my favorite things in Jill's book is her Buyers' Matrix. It's a take on the buyer persona that will help salespeople (and marketers) get to know prospects at the level necessary to apply the SNAP rules effectively. Prospects are busier than ever, protective of their time and taking control over just when they'll engage. This means that marketers and salespeople need to approach the buying process from a new perspective.
In a business environment driven by online dialogue that must flow into offline conversations, the lessons and examples in this book provide real-world applications that will serve to create consistently valuable interactions between companies and customers. Gaining a clear understanding of your prospects is truly the foundation for exceptional selling and marketing in action. But Jill doesn't stop there. She shows you just what to do with that knowledge to create a dramatic difference in sales results.
Oh, yeah. And that dreaded D-Zone? That's when your prospects delete your messages, derail your sale, delay their decisions, and dismiss you. In the D-zone, you're as good as dead to them. Not a great place to be.
Yet another great reason to go buy the book!
Jill shares more fresh sales insights in an interview with Christopher Doran about closing the gap between marketing and sales over on the Funnel Focus blog.
In case you're still not sure – go read Jill's article, Are Your Prospects Suffering from Frazzled Customer Syndrome?
