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45 Tweetable Quips, SNAP Selling by Jill Konrath

5 min read
Updated Aug. 4, 2021
Published Feb. 26, 2013

I just finished the book, SNAP Selling. Written by Jill Konrath, SNAP is likely going down in history as one of the best books in the game. Jill’s previous work is already on our list of the top sales books on the market. Here are some of our favorite excerpts:

    • Think about the most important points of your story – from your customer’s perspective, not yours [Tweet This]


    • While it’s tempting to follow up with a “just checking in” message, that’s the worst thing you can do [Tweet This]


    • Each problem has hidden in it an opportunity so powerful that it literally dwarfs the problem [Tweet This]


    • Using clever objection-handling techniques insults your prospect’s intelligence [Tweet This]


    • Sellers who leverage trigger events outperform their colleagues and clobber their competitors [Tweet This]


    • Having a great relationship with your customer is nice, but no longer sufficient [Tweet This]


    • You must stay relevant to your client at all times; they don’t have time for anything else [Tweet This]


    • You can’t afford to have your prospect deem your services non-urgent [Tweet This]


    • Sales is an outcome, not a goal. It’s a function of doing numerous things right [Tweet This]


    • In a world of copycat products and services, the value you personally bring to the relationship becomes essential [Tweet This]


    • Knowing as much as you can about your targeted prospect is more important than your knowledge of your own product, service, or solution [Tweet This]


    • Even a small whiff of risk is enough for many customers to decide to take no action [Tweet This]


    • When customers can’t differentiate, they default to price as a key factor [Tweet This]


    • Failure to increase the ease and minimize effort is a setup for sales derailment [Tweet This]


    • Customers are fully cognizant of the plethora of perfectly adequate choices available to them [Tweet This]


    • Buyers want to work with smart, savvy people who bring them ideas, insights, and information they deem beneficial [Tweet This]


    • If you’re just waiting for them to give you directions about the next step, they’ve already written you off [Tweet This]


    • When you keep it simple, you make it easier for customers to buy from you [Tweet This]


    • Today’s crazy-busy customers want to work with sellers who “know their stuff” and bring them fresh ideas on a regular basis [Tweet This]


    • Your prospect’s perception ultimately determines your sales success [Tweet This]


    • Without understanding your customers’ business environment, challenges and marketplace, you won’t get sold right [Tweet This]


    • Your prospects read your emails with their finger on the delete key [Tweet This]


    • Trigger events shake the status quo to its core. What was acceptable yesterday is no longer tolerable [Tweet This]


    • Trigger event junkies truly dominate in today’s market [Tweet This]



    • The bigger, costlier, or riskier a decision is, the more likely your frazzled customer is to stay with the status quo [Tweet This]


    • While the total amount in the budget may remain consistent, how it’s allocated can change overnight [Tweet This]


    • Never let the lack of budget stop you. Every single day, in every single company, people change priorities on how to spend their money [Tweet This]


    • Don’t wait for customers who are ready to buy. Be a sales initiator and learn how to create opportunities out of thin air [Tweet This]


    • The quickest way to set yourself apart from your competition and add value to the process is through intelligent questions [Tweet This]


    • Stop thinking about the order and start thinking of yourself as a business improvement specialist [Tweet This]


    • You need to bring your prospects ideas. insights, and information from the beginning of your relationship [Tweet This]


    • Don’t be afraid to tell your prospects when they are making a mistake [Tweet This]


    • Really savvy salespeople do not “check-in” or “touch base” [Tweet This]



    • To be successful in selling today, you need to be using Sales 2.0 tools [Tweet This]


    • Having frank conversations will help your prospects make the smoothest, most painless, and fastest decision [Tweet This]


    • While you may dislike talking about risks and concerns, the failure to bring them up can create significant problems for you [Tweet This]


    • The more data you have that supports your proposal, the better [Tweet This]


    • Today’s prospects want to know the truth, so don’t shade it [Tweet This]


    • Many people are afraid of giving away their ideas before a contract is signed, but often that’s the best way to win business [Tweet This]


    • Jumping on the price-cutting bandwagon before other options are explored sets a dangerous precedent [Tweet This]


    • When you align your offering with their critical business objectives, you capture and maintain your prospects’ interest [Tweet This]


    • When you bring personal value and expertise, you get chosen over competitors, fight fewer pricing battles, and increase customer loyalty [Tweet This]


    • When you raise priorities, your sales process goes much faster and you get the business with less competition [Tweet This]