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

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The SNAP approach. Sales is an outcome, not a goal. Here, you’ll learn the details of the SNAP approach in total. Here are the five crucial steps for deploying any sales methodology: Step 1: Get Buy-in from the Top to the Bottom Any industry dealing with stressed, over-stimulated, or distracted buyers can benefit from implementing a system like SNAP selling. That is, of course, as long as you take the time to do it right. When the leads start coming, are you ready? SNAP which stands for simple, invaluable, aligned, priorities, helps your sales reps keep it simple and design a convenient way for your prospects to shift their existing habits and embrace your solution. It also trains your sales reps on how to become invaluable by demonstrating your value and expertise. Equally important is aligning your beliefs and objectives while making them desirable to your prospect. Lastly, raising your priorities is about focusing on your prospects and their companies’ needs. The skill that matters isn’t mastering a particular sales methodology. It’s knowing which sales process to apply to which situation ( and how to successfully deploy it across your organization).

You’ll use these elements of the SNAP Selling methodology to focus on three key decisions buyers make during the sales process: Decision 1: Buyer Allows You Access Diagnose reasons: Start by identifying the critical business issue using open-ended questions (box 1). Once you’ve given the buyer freedom to express their pain without leading them down a particular path, you’ve earned the right to ask more pointed questions (box 2). Do that in a way that leads the buyer to diagnose the problem in a way that favors your solution. Finally, (box 3) you’ll summarize what you’ve heard before moving onto the next step.

The Sandler Selling System is one of the most used and celebrated sales methodologies on this list. First developed by David Sandler in 1967, the Sandler Selling System opts to reframe the entire sales process so that the buyer is convinced they are the one pursuing the deal, not the other way around . The MEDDIC sales methodology takes sales reps through a six-part discovery process with each of their accounts: The solution sales process is a reactionary process. A customer understands the problem and has a pretty good idea of what solution they are looking for. They are not quite price shopping (which would make it transactional), but they are looking for specific features that they are willing to pay more for. They may have narrowed it down to 2 or 3 providers by the time they reach out to you. What stands out about the challenger sales methodology, is that it encourages sales reps to make their approach more versatile and discover new ways to create a connection with prospects. You can do this by researching the strategies and habits of top performers and salespeople. Find out more about the challenger profile and other types of salespeople in selling is not about relationships.

The three critical decisions outlined in SNAP selling— allowing access, the choice to move away from the status quo, and changing resources—will parallel the stages of a company’s sales process Sales Process Sales Process is a series of strategic steps or a set of activities aimed at driving sales growth through the alignment of personnel, market insight, methodologies, relevant business units, and technology.. Your CRM solution should exactly mirror your sales process so that these decisions are dealt with in the same stages, every time. Taylor, Eric; Riklan, David (4 May 2011). Mastering the World of Marketing: The Ultimate Training Resource from the ... - Eric Taylor, David Riklan - Google Boeken. ISBN 9781118061749 . Retrieved 2013-10-10. If you are looking for a unified “open & inclusive” system that brings many of the authentic and customer-centric best practices from other sales methodologies combining it with a Sales Process and Sales Management methods, then the CHAMP Sales System is the all-in-one solution to your sales management challenges. Similarly to the Challenger Sale or MEDDIC, CHAMP is not effective for junior or entry-level sales teams and doesn’t work well for early stage seed companies. They develop these opinions when they witness the success or failure of a particular sales methodology firsthand at a company, and they bring that experience to bear in every subsequent job.Their second decision happens when they say ‘yes’ to making a change in their organization, thereby agreeing that the status quo is no longer acceptable. Decision 3: Buyer Agrees to Switch Resources Simple: When dealing with a busy person, complexities will fall flat, so offer only the most essential information It’s also a great system if your organization is into streamlining and has aligned its sales and marketing efforts around a solid CRM and a step-by-step sales process. 9. NEAT Sales Methodology Exchanging information builds trust and helps you and your buyer engage in more consultative discussions. In turn, you can better qualify buyers and position your value during your close. How to Know If It’s Right For You CHAMP designed from the ground up to focus on the customer and even starts with CH (Challenges) which puts the focus on the customer.

Here’s a simple (and mega-helpful) flowchart from our friends at Lucid Software to help you understand how the SPIN Selling sales methodology works:The Sandler methodology places significant emphasis on maintaining control of the sales process by using upfront contracts with your buyer. How to Know If It’s Right For You

Perform a “mind meld”: Put yourself into the shoes of each buyer persona. Try to predict their reactions to each of the steps in your sales process. Fine tune your approach based on this exercise. Always Align: Selling today includes aligning business objections with core beliefs. It’s about making people want to work with you. Champion: Find a champion – an individual at the company you’re targeting who wants you to succeed. The champion will likely be the person most affected by the company’s pain, and the one most likely to benefit from what you are offering.But that tunnel vision prevents them from understanding the most important thing about how to choose the right sales methodologies: While it’s critical to have an executive-level conversation and ensure that your C-Suite is sold on the new selling process, its success is going to rise and fall with the people who have to execute it: your sales reps and frontline managers. Step 2: Sales Methodology Training and Launch Now talking about SNAP sales methodology, it aims at helping your sales team understand the decision-making process of your customers. Let’s help you learn SNAP selling. What is SNAP selling? Developed by Stephen Heiman and Robert Miller, this concept is explained in two books, Conceptual Selling and The New Conceptual Selling.