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

Product Information

This sales methodology established its roots in solution selling where an experienced salesperson’s expertise, industry knowledge and reputation is leveraged. Instead of telling prospects what they need, this investigative approach engages prospects through thought provoking questions, helping them identify their own pains.

The 2011 book authored by Matthew Dixon became an overnight sensation that transitioned into one of the most popular and best sales methodologies. It categorized sales reps into 5 profiles: Most Influential People in Sales Lead Management in 2011". Salesleadmgmtassn.com. 2010-07-16. Archived from the original on 2013-10-20 . Retrieved 2013-10-10. But what is the SNAP Selling methodology, and how does it work? And more importantly, can it help your team sell more, and how do you adopt it smoothly?

SNAP Selling vs. SPIN Selling: Which one is right for you?

Sales professionals must remember this and help prospects change their current habits. Only then will they be able to attract these prospects.

SPOTIO is the #1 field sales acceleration and performance management software that will increase revenue, maximize profitability, and boost sales productivity. Their final decision happens when they choose to invest in new resources. How to Know If It’s Right For You The Challenger Sale methodology emphasizes “commercial teaching”. That means educating your buyer about a problem they either undervalue or don’t know they have. Your product should, of course, solve that problem. Pipeliner CRM is designed very much along the same sorts of principles as SNAP Selling. A prospect has very little time and not a great deal of bandwidth to receive your information—hence a CRM solution Solution Solution is a combination of ideas, strategies, processes, technologies and services that effectively helps an organization achieve its goals or hurdle its challenges. needs to fully empower a salesperson to be able to deal with a prospect rapidly, accurately and powerfully.SNAP Selling provides a framework that sales reps can follow when selling to frazzled prospects (and of course, unfrazzled ones, too).

Rational Drowning: Tally the costs associated with the problem in a way that gets the buyer to squirm. Prospects will be more receptive to your ideas if they see you as a trusted advisor. Become invaluable, and you’re far more likely to stand out. Simple – Keep it simple by making it easy for prospects to change their current habits and adopt what you’re selling. When presenting your solution to the prospect, always align the talking points to their business objectives. Do this and your sales rep will capture their interest and help build trust in the relationship.

Jenis-Jenis Sales Approach

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. In SNAP Selling, Konrath says prospects make three distinct decisions when deciding whether to work with you or not. Konrath argues that understanding how to work with frazzled buyers is the first step to getting them to consider changing the status quo.

Provide helpful resources: 65% of B2B buyers indicated strong knowledge of the solution area as a top reason for choosing a winning vendor. By delivering value in every conversation, you’ll be seen as a valuable source of information. If you have a complex mix-and-match product range, then you might, for example, want your reps to act as consultants, helping the client find the best bespoke solution. On the other hand, if you have a small number of standardized, low-cost products, you may want your reps to be transactional, helping clients choose between two or three solutions they’ve already shortlisted. What’s The Difference Between a Sales Methodology and a Sales Process? Identifying key decision-makers is absolutely paramount. Involving these individuals early in the sales process will make your meetings more productive and worthwhile.

Mention a “trigger event”: A trigger event is an event that shakes the status quo, like changes in ownership. Referencing these events shows that you’ve done your research.