by Jill Konrath
The book in one sentence
Sales success in the 21st century.
My personal opinion
Truly, one of my favorite sales books!
Jill Konrath describes straight to the point what’s needed to be successful in sales today. I really like her customer-centric approach, adding value with every touch point, becoming a trusted business advisor. From my own experience I can totally agree with her! She speaks right from my soul.
See my take-aways below and you will understand what I mean. It is a great sales book!
To whom I would recommend this book
If you are working in B2B sales, this book has some great attitudes, strategies and tactics for you. As said, one of my favorites!
Definitely a must-read if you want to be a successful sales person in today’s business!
What I learned from this book
- “Each problem had hidden in it an opportunity so powerful that it literally dwarfs the problem.” – Joseph Sugarman
- Your art of selling has to adapt with the present. Today, selling is much more about quality relationships rather than pure quantity. It is about results, not activity. You are not a “Seller” anymore, you are a “Business Improvement Specialist“.
- The SNAP Factors by Jill Konrath:
- Simple – eliminate complexity and effort from your future-client’s decision-making process.
- INvaluable – personality is as important as competence.
- Aligned – stay relevant to your clients at all times.
- Priority – be on top of mind of your future-clients.
- “Sales is an outcome, not a goal.”
- Focus on your client’s business and the positive impact you can have on it. That’s how you build trusted relationships.
- Help your future-client to simplify the decision process. According to Jill Konrath, your future-clients will ask themselves these four questions when you approach them the first time:
- “How simple is it? Will it take a lot of time and effort?”
- “Does this person/company provide value?”
- “Is this aligned with what we’re trying to accomplish?”
- “How big a priority is it? What’s the urgency?”
- “Simplicity has recently emerged as a leading factor in sales success.”
- “[Prospects] want to work with smart, savvy people who bring them ideas, insights, and information they deem beneficial.”
- Just touching base never works: “If you’re not helping a customer with a high-priority issue or initiative, nothing’s going to happen. If you can’t keep the momentum going, your opportunity disappears.”
- Evaluate everything through the eyes of your future-client: “If you were in your prospect’s shoes, how would you rate yourself?”
- Profile your targeted decision makers: “What is she in charge of or expected to manage? What does she want to achieve? How does she measure success? What external factors might make it more difficult to reach her objectives? What likely strategies and initiatives are in place? What likely issues does the organisation face that could prevent goal achievement? What is her status quo relevant to your offering?”
- “Frazzled customers don’t want to hear about your products or services. They will grant you access only if you pique their curiosity or provoke their thinking with relevant information.” – so true!
- Focus on identifying trigger events and compelling reasons to act. The key to make your offering a priority is to understand your client’s business drivers and what your positive impact can be.
- In today’s business you are not selling to one single person. You have to convince an entire organisation.
- “Every single communication needs to provide value.”
- Be prepared and bring your written questions to the client meeting: “People respect this. Plus, it’s what the very best sellers do. They’re prepared to focus 100 percent of their time on the conversation – not thinking about what to ask next.” – love this one!
- Regarding your offering, decision makers want to understand the Return on Investment and the Total Cost of Ownership.
- “Your prospects like truth-tellers. Don’t be afraid to speak up. But make sure they understand the context of what you’re sharing. You care. You want them to succeed. That’s why you’re talking.”
Want to read this book?
Check it out on Amazon.com – SNAP Selling by Jill Konrath
Thanks to the publisher for printing such a great book!