A Quick Guide to SNAP Selling
The system to help you cut through the noise.
Happy National Ask a Stupid Question Day! We already celebrate this one almost every day, but it’s good to know there’s a dedicated holiday for it. 😅
In today’s Follow Up:
SNAP Selling 🗣️
A tip for personalizing emails💡
Sales on the internet 💻️
LinkedIn, sales meme, & review 😂
A Quick Guide to SNAP Selling
Selling is tough right now.
Companies are cutting costs, budgets are drying up, and prospects are ghosting us at historic rates. 😢
So as your Red Bull addicted sales bestie, we’re here to give you the lowdown on a no BS technique to start using in your sales outreach today.
The method = SNAP Selling.
And no, this isn’t a guide to selling with Snapchat (although that would be kinda cool… 🤔).
The SNAP Selling method was developed by famous sales trainer, Jill Konrath, who’s worked with some big names like IBM, HubSpot, and GE.
Jill refers to the modern-day buyer as a “frazzled customer” because they’re constantly distracted. 300 cold emails in their inbox, 10 different BDRs calling their cell phone, and a remote manager asking them to do more with less.
Prospects are more distracted than they’ve ever been, making it harder for us to hit quota.
This system helps you cut through the noise and sell to busy prospects.
It’s broken into 4 steps & 3 decisions.
Here’s what you need to know. 👇️
1. Keep it Simple
Or as my old boss used to tell me, “Keep it simple, stupid".
Prospects are overwhelmed with requests and information. The last thing they want is more useless information from a salesperson they didn’t want to talk to in the first place.
Buyers don’t want to sit through your 30-slide PowerPoint that tells them when your company was founded and what your mission statement is.
Show them what they care about and make it easy for them to say yes.
No unnecessary meetings.
Set agendas and expectations.
Only present relevant information that they care about.
2. Be iNvaluable
To be the best you need to be the expert.
Be the go-to person for your industry (or at least act like it).
Find ways to add value to your prospects, without overwhelming them with information or homework. Be knowledgeable about the other solutions on the market, and use stories about people you’ve helped in the past.
If you can become their “trusted advisor”, they’re more likely to trust you when you advise them your product is the best solution. 😉
Become an expert on your product and industry.
Anticipate their questions and find the answer before the meeting.
Bring well-researched data and insights that show you’ve done your homework.
3. Always Align
Your prospect’s goals are #1.
And it’s your job to remind them of that.
If something isn’t a priority to them right now, there’s no need to discuss it. Re-align your solution with their goals to remind them of why they need your product.
Once they’re convinced that your solution is the answer to their problem, they’ll beg you to take their credit card.
Understand their goals early on.
Always align your solution with their goals.
Your goal is to make them want to work with you.
4. Raise Priorities
Just like everyone else, your prospect is juggling multiple priorities at the same time.
They’re “frazzled” and will move on to another priority if this one feels too hard. It’s your job to remind them how important this problem is to solve.
Get a clear understanding of what your buyer’s priorities are.
When presenting your solution, remind them of their priority and how your solution aligns with it.
The 3 Decisions
Prospects need to make these 3 decisions before they buy:
Allow access: The 1st decision any prospect makes is whether or not to talk to you. Prospects don’t like picking up cold calls or responding to cold emails. It’s your job to pique their interest enough to get to the next meeting.
Open to change: The easiest thing for people to do is stick to the status quo. Change is hard and uncomfortable, but it also can create a better future. Your job is to convince the prospect that making a change is worth their effort and money.
Choosing the solution: Once they’ve decided they’re buying, they need to choose which solution to buy. In almost every sales process, they’ll be evaluating more solutions than just yours. You’re at the finish line, now you need to show them that your solution is the best.
What do you think is the hardest decision to get past?
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