The New Rules for Selling
              to Crazy-Busy Prospects




              Twitter: @brianjcarroll                 ...
SNAP! The New Rules of Selling




   © Jill Konrath, 2010   |   SellingtoBigCompanies.com   |   651-429-1922   |   jill@s...
© Jill Konrath 2010   |   www.SnapSelling.com
How can I get it all done?




 © Jill Konrath, 2010   |   SellingtoBigCompanies.com   |   651-429-1922   |   jill@selling...
© Jill Konrath 2010   |   www.SnapSelling.com
They haven’t got time for the pain!




           © Jill Konrath 2010   |   www.SnapSelling.com
They can’t
handle
complexity!


      © Jill Konrath 2010   |   www.SnapSelling.com
They quickly dismiss clones.




        © Jill Konrath 2010   |   www.SnapSelling.com
They change
priorities overnight.




      © Jill Konrath 2010   |   www.SnapSelling.com
How can we sell to
 these crazy-busy
     people?


     © Jill Konrath 2010   |   www.SnapSelling.com
Typical Sales Call
Intro:         Name, company,
               position
Positioning:   We specialize in …
Reason:        ...
SNAP Factors

    Simple                                                      Complex


i   Nvaluable                     ...
Why should I invest
my precious time to
 meet with you?



      © Jill Konrath 2010   |   www.SnapSelling.com
Price of Admission




    © Jill Konrath 2010   |   www.SnapSelling.com
Be Alert to Trigger Events




       © Jill Konrath 2010   |   www.SnapSelling.com
Don’t make them search for the value




               Camouflage
        © Jill Konrath 2010 |   art by Liu Bolin
      ...
Bec o me a n




        © Jill Konrath 2010   |   www.SnapSelling.com
Minimize Options




   © Jill Konrath 2010   |   www.SnapSelling.com
Recent Email I Received …




             © Jill Konrath 2010   |   www.SnapSelling.com
Eliminate
                                   Complexity
                                 • Voice Mails
                   ...
SNAP Version
Brief Intro:                                    Name, number
Build Credibility:                              ...
SNAP Version




          © Jill Konrath 2010   |   www.SnapSelling.com
Launch a
campaign




       © Jill Konrath 2010   |   www.SnapSelling.com
SNAP Factors

    Simple                                                      Complex


i   Nvaluable                     ...
Become the Differentiator




      © Jill Konrath 2010   |   www.SnapSelling.com
For more info ….
       www.SnapSelling.com
           •     Download 2 chapters
           •     Four FREE resources
    ...
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New Rules for Selling to Crazy Busy Prospects

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New Rules for Selling to Crazy Busy Prospects

  1. 1. The New Rules for Selling to Crazy-Busy Prospects Twitter: @brianjcarroll @jillkonrath Twitter Hashtag: #b2bleadgen Sponsored By: © Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
  2. 2. SNAP! The New Rules of Selling © Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
  3. 3. © Jill Konrath 2010 | www.SnapSelling.com
  4. 4. How can I get it all done? © Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
  5. 5. © Jill Konrath 2010 | www.SnapSelling.com
  6. 6. They haven’t got time for the pain! © Jill Konrath 2010 | www.SnapSelling.com
  7. 7. They can’t handle complexity! © Jill Konrath 2010 | www.SnapSelling.com
  8. 8. They quickly dismiss clones. © Jill Konrath 2010 | www.SnapSelling.com
  9. 9. They change priorities overnight. © Jill Konrath 2010 | www.SnapSelling.com
  10. 10. How can we sell to these crazy-busy people? © Jill Konrath 2010 | www.SnapSelling.com
  11. 11. Typical Sales Call Intro: Name, company, position Positioning: We specialize in … Reason: Learn about… & share... Close: Schedule meeting, contact © Jill Konrath 2010 | www.SnapSelling.com
  12. 12. SNAP Factors Simple Complex i Nvaluable Ordinary D -Zone Aligned Irrelevant Priority Nicety Go Zone © Jill Konrath 2010 | www.SnapSelling.com
  13. 13. Why should I invest my precious time to meet with you? © Jill Konrath 2010 | www.SnapSelling.com
  14. 14. Price of Admission © Jill Konrath 2010 | www.SnapSelling.com
  15. 15. Be Alert to Trigger Events © Jill Konrath 2010 | www.SnapSelling.com
  16. 16. Don’t make them search for the value Camouflage © Jill Konrath 2010 | art by Liu Bolin www.SnapSelling.com
  17. 17. Bec o me a n © Jill Konrath 2010 | www.SnapSelling.com
  18. 18. Minimize Options © Jill Konrath 2010 | www.SnapSelling.com
  19. 19. Recent Email I Received … © Jill Konrath 2010 | www.SnapSelling.com
  20. 20. Eliminate Complexity • Voice Mails • Email Messages • Conversations © Jill Konrath 2010 | www.SnapSelling.com
  21. 21. SNAP Version Brief Intro: Name, number Build Credibility: Referral, research & trigger event Pique Curiosity: Ideas, insights & information Collegial Close: Let’s meet, number © Jill Konrath 2010 | www.SnapSelling.com
  22. 22. SNAP Version © Jill Konrath 2010 | www.SnapSelling.com
  23. 23. Launch a campaign © Jill Konrath 2010 | www.SnapSelling.com
  24. 24. SNAP Factors Simple Complex i Nvaluable Ordinary D -Zone Aligned Irrelevant Priority Nicety Go Zone © Jill Konrath 2010 | www.SnapSelling.com
  25. 25. Become the Differentiator © Jill Konrath 2010 | www.SnapSelling.com
  26. 26. For more info …. www.SnapSelling.com • Download 2 chapters • Four FREE resources • FREE launch bonus: Winning Sales Questions eManual ($77) NEW May Need a speaker for your upcoming sales 2010 meeting? Jill Konrath shows sellers how to increase sales to crazy-busy prospects. To learn more, email jillkonrath@snapselling.com © Jill Konrath 2010 | www.SnapSelling.com
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