Problem: Questions like, “What challenges is your organization facing?” get prospects talking about their pain points. Decision:Make a decision to qualify or disqualify the prospect, or choose to speak with more people before making that decision. Let’s look at how you can successfully apply the SNAP Selling methodology to your own sales process. But first, here are some things you should do before reaching out to prospects. 1. Simplify your sales process Up-Front Contracts: Agree on a plan with the buyer to ensure you secure the next step in the sales cycle .

SNAP Selling is a sales framework that helps sales reps bring value to today’s overwhelmed and frazzled buyers. It’s based on four rules: Diagnose reasons: Start by identifying the critical business issue using open-ended questions (box 1). Once you’ve given the buyer freedom to express their pain without leading them down a particular path, you’ve earned the right to ask more pointed questions (box 2). Do that in a way that leads the buyer to diagnose the problem in a way that favors your solution. Finally, (box 3) you’ll summarize what you’ve heard before moving onto the next step. Conceptual selling sees value in selling an idea or concept and is relevant for B2B businesses wanting to establish long-term relationships. Instead of convincing your customers with a sales pitch, you are identifying the ideas behind a solution and gaining insight into your prospects’ concept of the offer. Not only are they experts at training and launching new sales methodologies, but also bringing in a third party tells your organization to take this implementation seriously.

SNAP Selling vs. SPIN Selling: Which one is right for you?

On the minus side, however, there is an overwhelming amount of data out there. Add to that the fact that business today proceeds at a lightning pace, and buyers are under constant pressure to provide solutions to their companies. They barely have time for their morning coffee, let alone for lengthy chats with salespeople. Busy people don’t like to be interrupted by information or products that they perceive to be of no use. The SNAP Factors The persona templates are more of a shortcut to personalization and are aimed at helping you serve up answers and solutions on the fly. Target accounts are the ones that match your ideal customer profile. Of all your potential buyers, your target accounts are the best suited to using and deriving value from your product.

Instead, they introduced strategic, high-value questions purposefully designed to gain key information and guide the conversation. Sales reps are encouraged to ask the right questions, communicate unique product value and demonstrate flexibility to formulate a mutually beneficial solution. Which Sales Methodologies Will You Implement in 2018?

How to get inside your buyer’s head

Give them a recording of a great commercial teaching pitch, or a well-executed Solution Selling discovery sequence. Implication:Implication questions are about the consequences of the problems your buyer voices. They help your buyer realize the seriousness of the problem, and build pain and urgency. When used skillfully they separate great salespeople from average salespeople . That way, you can come up with relevant discovery questions for each type of customer and develop content and solutions to common problems. P – Priority: how much of a priority is it to solve the business challenge and when does the prospective buyer wish to have the solution, next 60 days, 3 months, etc? P in CHAMP is also about the Process (the buyer’s internal Process for decision-making) and Plan (what is the Plan to move forward).

Explore: Ask about your buyer’s goals and challenges so you understand whether your offering is a good fit.

Examples of SNAP Selling questions

ValueSelling is simple enough that your whole sales organization can use its framework. Get everyone on board with driving value across the entire customer experience, from sales and marketing to product development and customer service. Armed with this information, you’ll be able to create a compelling sales presentation that positions your solution as the best option. To make sure every one of your teammates understands the prospect’s priorities, you can use features like activities, notes, and team inbox. Second decision (initiate change): Frazzled buyers are stubborn, and getting them to even think about changing the status quo is no easy task. Your job is to get prospects receptive to change. Implication: Questions like, “What would happen if we don’t solve [pain point]?” show prospects why they need to be solved.