Earlier this year, Jill Konrath released a book titled SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. This is Konrath’s second book and definitely one that will boost your sales motivation. Here is my review:
Konrath’s first book, “Selling to Big Companies,” is one that every salesperson needs to have and use as an on-going reference guide. Her second book, “SNAP Selling,” does not disappoint! It too is just as important as a trusted resource.
There are a number of vital areas to pay attention to as you read the book (in fact, too many vital benefits to mention in one short review!) I will point out three I think any salesperson would find particularly helpful.
First, Konrath is a big proponent of selling around what you find are areas of leverage with the customer.
One of her tactics is to identify the internal and external trigger events. In “SNAP Selling,” she lists many of these. At the same time, she does not leave you believing her list is all inclusive, but challenges your thinking. I greatly appreciate this about Konrath’s writing style. She pushes us to take her material and apply it in ways we would not normally have believed were appropriate prior to reading her books.
Second, she talks about “Real Value Propositions.” Unlike the approach other authors have taken, Konrath takes the reader through the process of the “how” and the “why.” In doing so, she allows the reader to grasp in a much clearer manner the intent of value propositions.
Third, the part of the book I found most beneficial is the Appendix! Yes, the Appendix. I’m sure you’re really questioning my thinking at this point (or questioning the value of Konrath’s writing), but let me assure you her writing is phenomenal. And from time to time, I believe my thinking isn’t that bad either.
The reason I value the Appendix is because she turned it into a treasure trove of ideas you can use to improve your selling skills. She did this by listing numerous other resources to check out, ranging from websites to software ans so on. Having all of this information with explanations in one location makes the book virtually priceless. Ive already found myself digging into the Appendix on several occasions to find solutions and ideas to challenges.
If you have not purchased “SNAP Selling” by Jill Konrath, don’t delay in getting it. While you’re at it, be sure to pick up her first book, “Selling to Big Companies.” SNAP is an acronym for Konrath’s selling process, but I’m not going to reveal it here. You’ll have to grab the book to find out! Along the way, you won’t regret all the great tips you will be learning.
Copyright 2010, Mark Hunter “The Sales Hunter.” Sales Motivation Blog
I could’t agree more! I have been in sales for 30 years, and have a similar background to Jill’s in that my earliest sales training was with Xerox. My training over the years has included Professional Selling Skills, SPIN Selling, Solution Selling and many more, but nothing has resonated with me like SNAP. It summarizes what is important to be successful TODAY, like no other methodology does. Jill’s writing style is accessible and easy to reference quickly. I have both of her books and they are already dog eared, highlighted, and tabbed! SNAP is a way of thinking that can be integrated fairly easily into your daily communications, I highly recommend it for anyone who has any sales responsibility. A book that goes hand in hand with the SNAP concept (S stands for Simple) is a little book called “Why Business People Speak Like Idiots” by Fugere, Hardaway and Warshawsky. A quick read about the importance of simplifying written and spoken business communications.