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

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