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    The Best Sales Books Summarized - Pages-1-7 PDF

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    Pankaj Dahiya
    The document provides summaries of popular sales books, including Snap Selling by Jill Konrath. It summarizes Snap Selling's key framework of keeping sales simple, being invaluable to customers, always aligning with customers' objectives and priorities, and focusing on their most important projects given limited time and capacity. The summary explains Konrath's view that today's overwhelmed buyers want to work with experts who provide fresh ideas and are the main differentiator, not just products or services. It also outlines the book's breakdown of the three decisions customers make in the sales process around allowing access, changing from the status quo, and shifting resources.

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    The Best Sales Books Summarized - Pages-1-7 PDF

    Uploaded by

    Pankaj Dahiya
    177 views7 pages
    The document provides summaries of popular sales books, including Snap Selling by Jill Konrath. It summarizes Snap Selling's key framework of keeping sales simple, being invaluable to customers, always aligning with customers' objectives and priorities, and focusing on their most important projects given limited time and capacity. The summary explains Konrath's view that today's overwhelmed buyers want to work with experts who provide fresh ideas and are the main differentiator, not just products or services. It also outlines the book's breakdown of the three decisions customers make in the sales process around allowing access, changing from the status quo, and shifting resources.

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    The_Best_Sales_Books_Summarized_-pages-1-7.pdf

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    The document provides summaries of popular sales books, including Snap Selling by Jill Konrath. It summarizes Snap Selling's key framework of keeping sales simple, being invaluable to customers, always aligning with customers' objectives and priorities, and focusing on their most important projects given limited time and capacity. The summary explains Konrath's view that today's overwhelmed buyers want to work with experts who provide fresh ideas and are the main differentiator, not just products or services. It also outlines the book's breakdown of the three decisions customers make in the sales process around allowing access, changing from the status quo, and shifting resources.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    177 views7 pages

    The Best Sales Books Summarized - Pages-1-7 PDF

    Uploaded by

    Pankaj Dahiya
    The document provides summaries of popular sales books, including Snap Selling by Jill Konrath. It summarizes Snap Selling's key framework of keeping sales simple, being invaluable to customers, always aligning with customers' objectives and priorities, and focusing on their most important projects given limited time and capacity. The summary explains Konrath's view that today's overwhelmed buyers want to work with experts who provide fresh ideas and are the main differentiator, not just products or services. It also outlines the book's breakdown of the three decisions customers make in the sales process around allowing access, changing from the status quo, and shifting resources.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 7

    The Best Sales Books:

    Summarized    

    Including pieces from Jill Konrath,


    Aaron Ross and more.
    Contents    

    1 Snap Selling
    A 15-page guide to the book by Jill
    Konrath.

    2 Predictable Revenue
    A 15-page guide to the book by
    Aaron Ross and Marylou Tyler.

    3 The Challenger Sale


    A 15-page guide to the book by
    Brent Adamson and Matthew Dixon.
    SNAP Selling
    Su m m ar ize d  

    SOUND SMART. SAVE TIME. SELL MORE.

    A 15-page guide
    to the #1 selling,
    300-page sales
    book.
    Contents (Click to Jump to a section)

    Quick Synopsis

    Key Terms

    Chapters 1-6: Snap Selling Defined

    Chapters 7-14: The First Decision

    Chapters 15-25: The Second Decision

    Chapters 26-32: The Third Decision

    Strut Your Smarts: Quotes Worth


    Sharing

    Free Tool for Snap Selling

    Acknowledgements
    SNAP Selling by Jill Konrath
    on Goodreads Published 2010

    Quick Synopsis:

    Wherever you turn in the sales space, everyone has heard


    of Jill Konrath and her sales practices. Having a high-level
    understanding of her best-selling book will help you quickly
    show your understanding of the most important component
    of your job: Your customers.

    Regardless of industry, today’s buyers have access to


    endless information. They can learn anything and everything
    they want about your product or service, and as a result are
    quick to not trust salespeople. Jill writes SNAP Selling from
    the perspective of how these information overloaded
    prospects and customers are purchasing today.

    This summary will walk you through her SNAP Selling


    framework, and how she educates salespeople to speed up
    their sales and win more business with today’s frazzled
    customers.

    We’ll start with some key terms, jump into the full summary,
    and end up with sharable quotes to show off your latest
    reading.
    Key Terms

    Buyer’s Matrix: A core foundation of your sales


    strategies that enables you to get inside your customer’s
    heads to better serve their needs.

    D-Zone: The dreaded space where your sales email or


    outreach gets deleted.

    Frazzled Customer Syndrome: An understanding that


    today’s salespeople are working with today’s crazy-busy,
    impatient, easily distracted, demanding prospects.

    Go Zone: A space where the SNAP factors are tightly


    addressed and your sales outreach results in a response.

    SNAP Selling: A sales strategy that sellers need to win


    deals with today’s modern buyers. The core factors are
    simple, invaluable, align, and priorities.

    The Three Decisions: An understanding of the unique


    stages a prospect is in when deciding to choose your
    business. These stages are allowing access, switching from
    the status quo, and changing resources.
    Chapters 1 -6: SNAP Selling Defined

    SNAP Selling is a framework for selling with an


    understanding of how customers make decisions. Jill’s blog
    summarizes the concept quite well.

    SNAP

    “Keep It Simple. Because crazy-busy prospects cannot


    handle complexity of any sort, savvy sellers will do whatever
    it takes to make it easy for make a change from the status
    quo.

    Be iNvaluable. Overwhelmed buyers want to work with


    experts who continually bring them fresh ideas. You, the
    seller, are now the primary differentiator – not your products
    or services.

    Always Align. This is all about relevance and risk. When


    you’re aligned with their critical business objectives and
    core beliefs, people will want to work with you.

    Raise Priorities. It’s an absolute imperative to work with


    frazzled prospects on their priority projects. With their
    limited capacity, that’s all they can currently focus on.”

    We’ll review the rest of this book through the SNAP


    framework so you leave with the key points of the book.

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