SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers

Product Information

It’s not a proprietary system. It’s an “open & inclusive” selling system that takes the best in class of all the most effective and authentic strategies of many other selling methodologies above (such as Sandler and others) and takes the best of what works in modern SaaS sales today. Here are the five crucial steps for deploying any sales methodology: Step 1: Get Buy-in from the Top to the Bottom You must ask your sales professionals to emphasize on personal value and technical expertise. If the prospect values the information and expertise, it will guarantee their loyalty to your solution. Your job with this system is to align your products and services with their priorities and then position your solution as the resource that will help them accomplish their goals and meet their needs. Provide them with an extra hand and help them reach their goals. They will reward you in kind. Tips for success with SNAP selling

If you’re a sales leader, you’re probably in the dark about what’s being said during customer-facing conversations. Taylor, Eric; Riklan, David (4 May 2011). Mastering the World of Marketing: The Ultimate Training Resource from the ... - Eric Taylor, David Riklan - Google Boeken. ISBN 9781118061749 . Retrieved 2013-10-10.Here’s a simple (and mega-helpful) flowchart from our friends at Lucid Software to help you understand how the SPIN Selling sales methodology works: Problem:Problem questions are the raw material for SPIN selling. They are questions that get your buyer talking about their problems and needs. These questions set the stage for two other types of questions: implication and need-payoff. The rep should also know the metrics that a customer may use to measure success, and all the evidence needed to demonstrate that their business is able to deliver better. Influential Leaders in Sales – 2012 edition | #b2bsales". Blog.insideview.com. 2012-08-13 . Retrieved 2013-10-10. Solution Selling is based on a sophisticated approach to discovery and question asking called “the 9-box vision process model,” which looks like this:

The best sales methodologies are relevant to one specific portion of the sales process, like qualification or discovery. Additionally, because each company develops its own sales process unique to their market and vertical, the sales methods that work for one company won’t necessarily work for another. Decision Criteria: Understand the factors that the prospect will use to make a decision, and how those criteria are weighted. Prepare: Make sure you know everything you need to know about the client and their business, as well as your own products. In other words, they don’t lead with their product, they lead with insight, and that changes how their buyers think about the problem their product solves. Sales reps are encouraged to ask the right questions, communicate unique product value and demonstrate flexibility to formulate a mutually beneficial solution. Which Sales Methodologies Will You Implement in 2018?A challenger is really defined by the ability to do three things: teach, tailor, and take control.” These buyers are demanding, so you better know your solution well and be able to answer lots of questions while the buyer is trying to get off the call. If you aren’t able to accommodate this type of prospect, they probably won’t talk to you again. The sales model focuses on the idea of the expert rep who pushes and challenges a customer. Rather than using relationship building techniques to get acceptance to the customer’s world view, it says, you should bring the customer into yours, by giving them information they did not know, and should know, about the world they operate in. Then tailor your communications to your prospect, and take control of the discussion. Consultative selling: The customer does not fully understand the problem. Sales has to diagnose the customer’s situation to determine the right solution. Sales can take 6-18 months.

Misner, Ivan (August 2007). Masters of Sales - Ivan Misner - Google Boeken. ISBN 9781613081433 . Retrieved 2013-10-10.You need to get a sense of how well your new sales methodology is being executed during customer-facing conversations.