New Rules for Selling to Crazy Busy Prospects
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This document discusses new rules for selling to busy prospects. It notes that prospects have little time and can quickly change priorities. It recommends using a "SNAP" approach when selling: keep communications simple, invaluable, aligned with priorities, and focused on the priority or "go zone". The SNAP approach minimizes options and complexity in communications. It also suggests identifying trigger events to launch sales campaigns and providing value upfront without making prospects search for it.
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New Rules for Selling to Crazy Busy Prospects
- 1. 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
- 2. SNAP! The New Rules of Selling © Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
- 3. © Jill Konrath 2010 | www.SnapSelling.com
- 4. How can I get it all done? © Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
- 5. © Jill Konrath 2010 | www.SnapSelling.com
- 6. They haven’t got time for the pain! © Jill Konrath 2010 | www.SnapSelling.com
- 7. They can’t handle complexity! © Jill Konrath 2010 | www.SnapSelling.com
- 8. They quickly dismiss clones. © Jill Konrath 2010 | www.SnapSelling.com
- 9. They change priorities overnight. © Jill Konrath 2010 | www.SnapSelling.com
- 10. How can we sell to these crazy-busy people? © Jill Konrath 2010 | www.SnapSelling.com
- 11. Typical Sales Call Intro: Name, company, position Positioning: We specialize in … Reason: Learn about… & share... Close: Schedule meeting, contact © Jill Konrath 2010 | www.SnapSelling.com
- 12. SNAP Factors Simple Complex i Nvaluable Ordinary D -Zone Aligned Irrelevant Priority Nicety Go Zone © Jill Konrath 2010 | www.SnapSelling.com
- 13. Why should I invest my precious time to meet with you? © Jill Konrath 2010 | www.SnapSelling.com
- 14. Price of Admission © Jill Konrath 2010 | www.SnapSelling.com
- 15. Be Alert to Trigger Events © Jill Konrath 2010 | www.SnapSelling.com
- 16. Don’t make them search for the value Camouflage © Jill Konrath 2010 | art by Liu Bolin www.SnapSelling.com
- 17. Bec o me a n © Jill Konrath 2010 | www.SnapSelling.com
- 18. Minimize Options © Jill Konrath 2010 | www.SnapSelling.com
- 19. Recent Email I Received … © Jill Konrath 2010 | www.SnapSelling.com
- 20. Eliminate Complexity • Voice Mails • Email Messages • Conversations © Jill Konrath 2010 | www.SnapSelling.com
- 21. SNAP Version Brief Intro: Name, number Build Credibility: Referral, research & trigger event Pique Curiosity: Ideas, insights & information Collegial Close: Let’s meet, number © Jill Konrath 2010 | www.SnapSelling.com
- 22. SNAP Version © Jill Konrath 2010 | www.SnapSelling.com
- 23. Launch a campaign © Jill Konrath 2010 | www.SnapSelling.com
- 24. SNAP Factors Simple Complex i Nvaluable Ordinary D -Zone Aligned Irrelevant Priority Nicety Go Zone © Jill Konrath 2010 | www.SnapSelling.com
- 25. Become the Differentiator © Jill Konrath 2010 | www.SnapSelling.com
- 26. For more info …. www.SnapSelling.com • Download 2 chapters • Four FREE resources • FREE launch bonus: Winning Sales Questions eManual ($77) NEW May Need a speaker for your upcoming sales 2010 meeting? Jill Konrath shows sellers how to increase sales to crazy-busy prospects. To learn more, email jillkonrath@snapselling.com © Jill Konrath 2010 | www.SnapSelling.com