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.

Business

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 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com

© Jill Konrath 2010 | www.SnapSelling.com

How can I get it all done?

© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.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

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

SNAP Factors

Simple Complex

i Nvaluable Ordinary

D -Zone
Aligned Irrelevant

Priority Nicety

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
© Jill Konrath 2010 | art by Liu Bolin
www.SnapSelling.com

Bec o me a n

© 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

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

SNAP Version

© Jill Konrath 2010 | www.SnapSelling.com

Launch a
campaign

© Jill Konrath 2010 | www.SnapSelling.com

Become the Differentiator

© Jill Konrath 2010 | www.SnapSelling.com

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

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Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits. To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups. Technology For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did. While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis. Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad. Age and Gender When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same. Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers. Race Affects Attitudes As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).

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From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world. With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively. The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage. Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience. See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers See the original article on Forbes here: http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b

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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

4. How can I get it all done? © Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.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

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

24. SNAP Factors Simple Complex i Nvaluable Ordinary D -Zone Aligned Irrelevant Priority Nicety Go Zone © 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

New Rules for Selling to Crazy Busy Prospects

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