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

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The SPIN Selling methodology is similar to Solution Selling in that it relies on great sales discovery and question asking to help customers understand their problems, how impactful they are , and what the best solution might look like. Champion: Find a champion – an individual at the company you’re targeting who wants you to succeed. The champion will likely be the person most affected by the company’s pain, and the one most likely to benefit from what you are offering. Rational Drowning: Tally the costs associated with the problem in a way that gets the buyer to squirm. Explore: Ask about your buyer’s goals and challenges so you understand whether your offering is a good fit.

SNAP which stands for simple, invaluable, aligned, priorities, helps your sales reps keep it simple and design a convenient way for your prospects to shift their existing habits and embrace your solution. It also trains your sales reps on how to become invaluable by demonstrating your value and expertise. Equally important is aligning your beliefs and objectives while making them desirable to your prospect. Lastly, raising your priorities is about focusing on your prospects and their companies’ needs.SNAP Selling helps sales reps deal with buyers who are overwhelmed, difficult to connect with, distracted, and ultimately, will choose to maintain the status quo. The four basics of SNAP selling Consultative selling is based entirely on people and encourages your sales rep to become an expert in the field, have extensive knowledge and a strong reputation. It also emphasizes asking questions to gauge situations and expectations. Identify Pain: What problem is the customer facing that can be solved by your product? What will happen if they don’t buy a solution?

I’m doing my best to recap the high points of SNAP Selling, the book, but it’s a long and detailed piece of work worth reading on its own. TAS is a great methodology if you manage sales through large and complex organizations because it breaks the process into key components that are quite manageable. It also teaches sales professionals how to evaluate, prepare for, and win a deal. 11. The ValueSelling Framework®

Speed Up Sales and Win More Business with Today’s Frazzled Customers

Use the Buyer’s Matrix: The answers to the questions in the matrix will give you insights into what types of pressure your buyer must contend with when making a buying decision. Similar to conceptual selling, this concept works best in industries where high levels of repeat business and word of mouth mean a requirement for client trust is at a premium. 5. Customer-Centric Selling Situation: Situational questions are information-gathering questions about your buyer’s context. They are standard sales questions used to qualify the buyer, but those that can’t be answered via research. The CHAMP System defines selling as “the process of creating value for your customers by helping them solve their problems and delivering a Return on Investment (ROI)”. Thus “CHAMP Selling = Value + Help + ROI” which is at the foundation of how SaaS companies must focus on adding value and generating an ROI for their customers. Rather than explicitly telling prospects about a product or services’ value or potential impact, the goal of SPIN selling is to guide prospects to these realizations on their own” -Emma Brudner

Influential Leaders in Sales – 2012 edition | #b2bsales". Blog.insideview.com. 2012-08-13 . Retrieved 2013-10-10.Up-Front Contracts: Agree on a plan with the buyer to ensure you secure the next step in the sales cycle . The name says it all: this method focuses on the challenges, goals, and convenience of the customer. It’s based on a book by John Holland, Michael Bosworth and Frank Visgatis. When you are representing an innovative solution that challenges the status quo, you cannot rely on the consultative process because most clients do not realize there is a problem lurking. In particular, you cannot trust an RFP/RFQ which is designed to flush out lowest price/minimal spec. Thus, you have to rely on Provocative Selling, which has gained popularity through a methodology called the Challenger sale.