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

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Customer-centric selling is highly relevant if your B2B company needs to build stronger customer-sales bonds. Everything ultimately revolves around your customers’ convenience, and the sales processes need to be adaptable to meet their goals, current situation, and schedule. Keep yourself calm and patient. Take your time in understanding the various ways of bypassing these barriers and successfully close a deal. Conclusion: Implement a SNAP selling plan the following way Conceptual Selling is probably the right sales methodology for you if you need a lot of information about your buyer’s problem and context, and your buyer needs a lot of information about your solution.SNAP Factors are a series of four questions that “frazzled” buyers will be asking themselves about your solution. There are eight elements to the customer-centric sales methodology. The first element is adapting your conversations to focus on what your prospect is dealing with and see their perspective. Then, instead of giving opinions, ask appropriate questions and try not to take over conversations. Next, ensure that your prospect knows that you will be with them every step of the way. Then, remember to target the right decision-makers and emphasize how your product can make their life easier, as this is more important than its technical features. The next element is maintaining quality bonds with your prospects and remembering that everything will occur on their timeline. The final component is empowering your potential customer to solve their problems A sales methodology is a set of rules for how you sell your products or services to customers. It’s a philosophy of selling, often based on a particular belief about customer psychology. It defines how you should approach prospects and the kind of things that you should say to them. It offers a framework for how your rep should approach the client and win the deal. If it’s working well, all your reps should be approaching clients with consistent style and messaging.

a b Konrath, Jill (December 2005). Selling to Big Companies - Jill Konrath - Google Boeken. ISBN 9781419515620 . Retrieved 2013-10-09. Up-Front Contracts: Agree on a plan with the buyer to ensure you secure the next step in the sales cycle . They are always looking for methods of fitting more activities into a smaller timeframe. This has positive effects on productivity, but it also makes them frazzled buyers. Your prospects have these characteristics when they are frazzled. Anxious Konrath asserts that buyers actually work through the following three decisions before making the final call: Jill Konrath is a sales strategist, speaker and the author of the sales books Selling to Big Companies and SNAP Selling. [1] [2] [3] Education and career [ edit ]Most Influential People in Sales Lead Management in 2012". Salesleadmgmtassn.com. 2010-07-16. Archived from the original on 2013-11-14 . Retrieved 2013-11-12. The SNAP Selling methodology asks that you take a more straightforward approach, practically forcing you to be clear on what you offer. But this is a good thing, as it can help you win over stressed buyers (and what enterprise executive or manager isn’t stressed?). How to adopt the SNAP Selling methodology

Need-Payoff: Finally, questions like, “Would [solution] be valuable for your team?” lead prospects to reach conclusions on their own. This methodology isn’t right for you if you sell cheap off-the-shelf products. However, if you sell complex solutions or operate in the B2B space, adopting the SNAP Selling methodology can help you convince prospects to consider your solution. It does this by breaking down the purchasing decision into three smaller decisions. The last thing you want is your sales team to view this as a “flavor of the week” type of deal. Step 3: Demonstrate What “Good” Looks Like In addition to her print publications, Konrath has written a series of eBooks, sales kits, study kits and webinars related to sales. [15] She has also been consulted in publications including Forbes and the New York Times. [16] [17] Selling to Big Companies [ edit ] In new product categories, buyers often don’t recognize the problem you solve. They think that what you’re describing is “just how life works” or the cost of doing business. Commercial teaching works well in this environment because your buyer needs to be educated.

What is SNAP Selling?

First, let’s start with a list of the top 11 sales methodologies, and how to sort out which one is right for you. As a challenger, you work to understand what brings your prospect value by using the three T’s: teach your prospect something valuable about their industry exposure or market opportunities. Next is to tailor your offer by being the one to reveal what your customer needs. Finally, take control over the discussion as it becomes more and more personalized. Invaluable: Be unique. Demonstrate your expertise. Stand out from the crowd. If you do all of those things, you’ll be able to showcase the value of your product. Consultative selling highlights seven strategies that sales reps should adopt when this sales methodology. The first strategy is to create a balance between questions asked and corresponding insights. Next is developing knowledge-based trust by proving how reliable and consistent you can be. Then, ensure that you are scalable and sympathetic and help your prospect gain new perspectives by maintaining control of the discussion.

Commitment Questions: These questions aim to understand and increase the buyer’s commitment to the project. Inbound selling is best suited to sales organizations with substantial inbound marketing resources, and buyers who are actively searching to solve their problem (such as making queries in search engines like Google).SNAP Selling provides a framework that sales reps can follow when selling to frazzled prospects (and of course, unfrazzled ones, too). Sales organizations (particularly new categories and startups) that don’t have the luxury of inbound buyers actively searching for solutions aren’t a great fit for this sales process. With its completely visual, intuitive functionality, Pipeliner CRM meets and exceeds these qualifications and more. Eric Taylor, David Riklan, Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales, Wiley, 2010 [44] [45]