SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Paperback – Illustrated, January 31, 2012

Jill Konrath has written another fantastic book. I was faithful to Selling to Big Companies, using that book as a kind of guide to business development. I thought she hit the mark with that book but with Snap Selling, she really nailed it. Snap Selling is like having Jill beside you, coaching you through your toughest business development challenges. What I love about Jill's style of writing is that I feel that she is writing just for me. And speaking directly to me. She really knows what it's like to try to sell to crazy, busy people.When I started to read Snap Selling my first thought was- fantastic. I don't feel so alone. There is somebody who really understands what my situation is like. I especially liked her acknowledgement that, in fact, often what we have to offer doesn't appear, on the surface, to be that unique. That alot of our products and services are commoditized. And she acknowledges how hard it is to present yourself as unique and different. Ok. So I'm not imagining the challenge. But she also says here's how to cope with that.Jill offers practical tips and guidance through the most challenging situations. We've all been there- and so has she. It's clear that Jill really understands her audience and what her readers face every day. She lays it all out clearly, succinctly and effectively. She provides realistic advice and tips. She doesn't tell you to imagine some far-fetched uniqueness or force you to re-invent yourself like other sales trainers. She helps you to take what you have and present it in a realistic and favourable light. She shows you how to never give up and helps you put together strategy and tactics to get you to where you need to be- in front of your prospect. She takes you through realistic scenarios that we can all imagine ourselves in.I have already started refining and changing my approach. She helped me to get to the first step- so that I can get to the second and third steps. In fact, her book encouraged me to ask an important client for a meeting to discuss an idea I had which I knew could help him. Not only did he say yes to the meeting, thanks to Jill I handled myself differently in the meeting and I managed to secure some business with him. I know there'll be more. Jill and her wise advice gave me the confidence and the tools to make that call and seal the deal.Buy this book and then follow her advice. Jill will take you to a level you didn't think you could get to.SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers

SNAP Selling (Simple, iNvaluable, Aligned, Priority) by Jill Konrath, explores how crazy-busy, frazzled customers think and act. It describes in great detail strategies and tactics to capture those customers.As I read this book I honestly thought Jill was describing ME as the crazy-busy, frazzled customer. She is dead on target with her depiction of these people as she describes how they react to their voice and e-mails..."DELETE". It's uncanny. The days of the voice mail asking for 5 minutes of my time to show me your widget are gone. Don't have an appointment, are you kidding me? Send me a blast e-mail with your widget features and benefits, "DELETE".From the book - "Your prospects desperately want to work with smart, savvy people who bring them fresh ideas, insights and information on how to achieve their business objectives. They crave working relationships with competent, caring, trustworthy individuals who can guide them through the decision-making process minimizing any missteps."I have been on the buying side of this conversation for many years and Jill is spot on. If you're not bringing value, insight and fresh ideas to the table, you will be "DELETED", or as Jill calls it, banished to the dreaded "D-zone" (Delayed, Derailed, Dismissed, Deleted, Disappear, Dead) Bring me value or buzz off...I love Jill's Buyers Matrix, customer persona and customer mind meld. It really gets the seller thinking about things from the customer's perspective.Snap Selling is filled with detail on how to get there from here and is written in an easy going and easy to read prose. I would highly recommend Snap Selling to not only sellers, but buyers as well. The buyer/seller relationship is a 2-way street and buyers could benefit by a little better understanding of their behavior and actions. It can and will lead to SNAP sellers bringing even more value to the table.