SNAP Selling by Jill Konrath: Summary & Notes
by Jill Konrath
In One Sentence
Today's overwhelmed buyers make snap decisions—to succeed in sales, you must be Simple, iNvaluable, Aligned, and Priority-focused.
Key Takeaways
- SNAP: Simple, iNvaluable, Aligned, Priority
- Buyers are overwhelmed—make it easy for them
- Three decisions: allow access, initiate change, select resources
- Be a subject matter expert, not just a salesperson
- Relevance and simplicity beat cleverness
- Focus on their priorities, not your product features
Summary
A great read for anyone involved in sales, though particularly for those in a B2B (business-to-business) environment. Konrath’s description of the new “frazzled” customer is very accurate, and her strategies for dealing with them are specific and actionable. Essentially a step-by-step guide for those involved in sales that will be helpful for those just starting out and those with lots of sales experience alike.
Who Should Read This Book
- B2B salespeople
- Anyone selling to busy executives
- Sales managers
- Consultants and service providers
FAQ
What is SNAP Selling?
SNAP stands for: Simple (easy to understand), iNvaluable (be essential), Aligned (match their objectives), Priority (focus on critical issues). Modern buyers are overwhelmed; these factors determine who gets their attention.
Click to expand comprehensive chapter-by-chapter breakdown (~15-20 min read)
