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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
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Add SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers, 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 over, SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers to the inventory that you are selling on WonderClubX
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Add SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers, 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 over, SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers to your collection on WonderClub |