A conversation with Jill Konrath tends to echo around in your head for a while. She’s wonderfully intense and a great listener, but more so, the conversation clearly moves around the challenges you face. You get the sense that her new book: SNAP Selling is flying off the shelves for a reason — mainly, that she gets it.
What’s “it?” The new sales landscape. The new buyer. That person you’re selling to. That’s what Jill gets. Easy enough, you might say, but the reality is that I’ve not heard anyone talking about the new buyer, the new sales landscape like Jill. I don’t know her well, nor do I have any financial arrangement, but I’ve been saying (far less eloquently) that sales has changed. That you can’t keep hard selling folks or expecting that they don’t Google or Twitter or Facebook your name and your company before considering a purchase. You can’t keep pressuring them by leaving 20 voicemails. They buy because they want to, when they are ready. BUT, the big difference between SPIN Selling and Jill’s new SNAP Selling is it is less about the method and more about the logic behind the shift and how you can start thinking in new ways. Not memorizing techniques or lines or responses.
Here is Jill’s video that explains a bit of SNAP in about a minute:
Here are the links to the actual two free download chapters of SNAP Selling, too. You might also want to check out the review page where lots of heavy hitters like Ardath Albee, Dave Stein, Jim Dickie, Brian Carroll, John Jantsch, and many others leave their thoughts about how and why Jill has hit on the exact need we need solved in today’s new marketplace of selling and being sold to.
TJ McCue just finished 195+ Social Media Measurement Tools — a list of all the companies and sites that promise to help you measure and create Social Media ROI. Find the list and TJ at Sales Rescue Team.