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"In this crazy-busy world of ours, Jill Konrath's strategies are just what sellers need to be successful."
-Michael Port, bestselling author of Book Yourself Solid
Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules:
Introduction 1
Part 1 SNAP Decisions
1 It's Tough Out There 11
2 How Frazzled Customers Think 17
3 Inside the SNAP Factors 22
4 SNAP Rules: Simple + iNvaluable + Aligned + Priority 31
5 What's Going On Inside Your Customer's Head 39
6 Your Customer s Decision-Making Process 48
Part 2 The First Decision
7 First Decision Overview 57
8 Getting in the Game 62
9 Aligned: Craft Winning Value Propositions 69
10 Priorities: Capitalize on Trigger Events 76
11 Create the Critical Connections 84
12 Simple: Messages that Matter 92
13 Passing the "Tell Me More" Test 103
14 iNvaluable: Become Irresistible Right Away 109
Part 3 The Second Decision
15 Second Decision Overview 119
16 Getting Off to a Good Start 125
17 Mind Over Chatter 132
18 Meetings That SNAP, Crackle, and Pop 140
19 Aligned: Assessing Business Value 150
20 iNvaluable: Become the Expert They Can't Live Without 162
21 iNvaluable: Using Your Smarts to Create Change 168
22 iNvaluable: Be an Everyday Value Creator 177
23 Simple: Cut the Complexity 184
24 Priorities: Maintain the Momentum 194
25 Success with the Second Decision 203
Part 4 The Third Decision
26 Third Decision Overview 209
27 Selling to Hot Prospects 215
28 Simple: Make the Decision as Easy as Possible 223
29 Aligned: Balancing the Value-Risk Equation 234
30 iNvaluable: Be the One They Want to Work With 243
31 Priority: Getting the Business 252
32 Success with the Third Decision 262
Part 5 Wrapping It Up
33 SNAP to It! 267
Acknowledgments 273
Appendix 277
Sales 2.0 Resources 277
Recommended Reading 284
Index 289
Anonymous
Posted December 30, 2010
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Posted June 21, 2010
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Overview
"In this crazy-busy world of ours, Jill Konrath's strategies are just what sellers need to be successful."
-Michael Port, bestselling author of Book Yourself Solid
Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules: