Model:
Summary:
The SNAP selling process is a sales methodology designed to address the challenges faced by busy prospects who are inundated with information and have numerous responsibilities. SNAP stands for Simple, iNvaluable, Aligned, and Priority, each representing a core principle of the method:
- Simple:
- Keep It Simple: Salespeople should present their solutions in a straightforward and easy-to-understand manner. The aim is to reduce complexity and make the decision-making process as seamless as possible for the prospect.
- iNvaluable:
- Be Invaluable: Position the product or service as indispensable to the prospect's needs. The salesperson should present themselves as a trusted advisor who understands the prospect's challenges and can provide valuable insights and solutions.
- Aligned:
- Align with the Prospect’s Objectives: Ensure that the sales message aligns with the prospect’s goals, needs, and core beliefs. Understanding the prospect’s business and aligning the solution with their strategic objectives helps to create a compelling and relevant pitch.
- Priority:
- Focus on Priorities: Address the issues that are of the highest priority to the prospect. Identify the most pressing problems they face and position the product as the best solution to meet those urgent needs.
Implementation Steps:
- Research and Understand: Deeply understand the prospect’s business, their strategic goals, and current challenges.
- Tailor Your Message: Customize the sales message to align with the specific needs and priorities of the prospect.
- Communicate Clearly: Present the solution in a clear, concise, and straightforward manner, avoiding jargon and unnecessary complexity.
- Build Trust: Position yourself as a valuable resource and trusted advisor, not just a salesperson.
- Highlight Key Benefits: Focus on the unique value and benefits of the solution, showing how it directly addresses the prospect's key priorities.
By adhering to these principles, salespeople can cut through the noise and present their solutions in a way that resonates with prospects, making the sales process more efficient and effective
Sources:
SNAP SELLING - Jill Konrath
Let’s Get Real or Let’s Not Play - Mahan Khalsa & Randy Illig