SPIN Selling versus SNAP Selling: New Methods for New Times
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 and 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 that 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.
Check out the book to learn how and why Jill has hit on the exact need we need solved in today's new marketplace of selling and being sold to.
