new rules for selling to crazy busy prospects
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
The New Rules for Selling to Crazy-Busy Prospects
Twitter: @brianjcarroll @jillkonrath
Twitter Hashtag: #b2bleadgen
Sponsored By:
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
SNAP! The New Rules of Selling
© Jill Konrath 2010 | www.SnapSelling.com
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
How can I get it all done?
© Jill Konrath 2010 | www.SnapSelling.com
© Jill Konrath 2010 | www.SnapSelling.com
They haven’t got time for the pain!
© Jill Konrath 2010 | www.SnapSelling.com
They can’t handle complexity!
© Jill Konrath 2010 | www.SnapSelling.com
They quickly dismiss clones.
© Jill Konrath 2010 | www.SnapSelling.com
They change priorities overnight.
© Jill Konrath 2010 | www.SnapSelling.com
How can we sell to these crazy-busy
people?
© Jill Konrath 2010 | www.SnapSelling.com
Intro: Name, company, position
Positioning: We specialize in …
Reason: Learn about…& share...
Close: Schedule meeting, contact
Typical Sales Call
© Jill Konrath 2010 | www.SnapSelling.com
SNAP Factors
Simple Complex
Aligned Irrelevant
iNvaluable Ordinary
Priority Nicety
D-Zone
Go Zone
© Jill Konrath 2010 | www.SnapSelling.com
Why should I invest my precious time to
meet with you?
© Jill Konrath 2010 | www.SnapSelling.com
Price of Admission
© Jill Konrath 2010 | www.SnapSelling.com
Be Alert to Trigger Events
© Jill Konrath 2010 | www.SnapSelling.com
Don’t make them search for the value
Camouflage art by Liu Bolin
© Jill Konrath 2010 | www.SnapSelling.com
Become an
© Jill Konrath 2010 | www.SnapSelling.com
Minimize Options
© Jill Konrath 2010 | www.SnapSelling.com
Recent Email I Received …
© Jill Konrath 2010 | www.SnapSelling.com
Eliminate Complexity
• Voice Mails• Email Messages• Conversations
© Jill Konrath 2010 | www.SnapSelling.com
Brief Intro: Name, number
Build Credibility: Referral, research & trigger event
Pique Curiosity: Ideas, insights & information
Collegial Close: Let’s meet, number
SNAP Version
© Jill Konrath 2010 | www.SnapSelling.com
SNAP Version
© Jill Konrath 2010 | www.SnapSelling.com
Launch a Launch a Launch a campaigncampaigncampaign
© Jill Konrath 2010 | www.SnapSelling.com
SNAP Factors
Simple Complex
Aligned Irrelevant
iNvaluable Ordinary
Priority Nicety
D-Zone
Go Zone
© Jill Konrath 2010 | www.SnapSelling.com
Become the Differentiator
© Jill Konrath 2010 | www.SnapSelling.com
NEW May 2010
For more info ….www.SnapSelling.com
• Download 2 chapters
• Four FREE resources
• FREE launch bonus: Winning Sales Questions eManual ($77)
Need a speaker for your upcoming sales meeting? Jill Konrath shows sellers how toincrease sales to crazy-busy prospects. To learn more, email jillkonrath@snapselling.com
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