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

267 Pages·2010·1.34 MB·English

by  Jill Konrath

Table of Contents
Title Page
Copyright Page
Dedication
Introduction
Part 1 - SNAP Decisions
Chapter 1 - It’s Tough Out There
Chapter 2 - How Frazzled Customers Think Chapter 3 - Inside the SNAP Factors
Chapter 4 - SNAP Rules: Simple + iNvaluable + Aligned + Priority Chapter 5 -
What’s Going On Inside Your Customer’s Head Chapter 6 - Your Customer’s
Decision-Making Process
Part 2 - The First Decision
Chapter 7 - First Decision Overview
Chapter 8 - Getting in the Game
Chapter 9 - Aligned: Craft Winning Value Propositions Chapter 10 - Priorities:
Capitalize on Trigger Events Chapter 11 - Create the Critical Connections
Chapter 12 - Simple: Messages That Matter Chapter 13 - Passing the “Tel Me
More” Test Chapter 14 - iNvaluable: Become Irresistible Right Away
Part 3 - The Second Decision
Chapter 15 - Second Decision Overview
Chapter 16 - Getting Off to a Good Start
Chapter 17 - Mind Over Chatter
Chapter 18 - Meetings That SNAP, Crackle, and Pop Chapter 19 - Aligned:
Assessing Business Value Chapter 20 - iNvaluable: Become the Expert They
Can’t Live Without Chapter 21 - iNvaluable: Using Your Smarts to Create
Change Chapter 22 - iNvaluable: Be an Everyday Value Creator Chapter 23 -
Simple: Cut the Complexity
Chapter 24 - Priorities: Maintain the Momentum Chapter 25 - Success with the
Second Decision
Part 4 - The Third Decision