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