Jill makes us all SNAP to it

Jill has done it again. Her new book, SNAP Selling, is written from a direct and simple approach. It reminds us all too well we are dealing with Frazzled Customers and must SNAP to it when reaching them. I’m so glad Jill Konrath is brave and observant enough to write that “sales is no longer a numbers game.” The value of a well-researched, planned, timely and customized introduction outweighs dozens of sloppy prospecting efforts.

This book is written from the customer’s point of view and even starts with a Candid Letter from the Customer which reminds us of how their busy world spins and invites us into their decision-making brain- especially when they make decisions in three stages. My favorite section on “How to Speed up Decisions” references a simple matrix that provides a great reality check.

I want to thank Jill for reminding salespeople to pay attention and and sell in the SNAP zone. She has worked hard at getting everyone to press the “refresh” key when it comes to transforming their selling methods.

I will never forget our conversation a few years ago when she convinced me to write my book. I was discouraged after receiving my second book proposal rejection and had serious doubts. Jill made me SNAP to it and reminded me that I had an important message and the world wanted to hear about my work.    Thanks Jill, you were right.