Finding that sweet spot in sales where you really communicate with your customers, and thereby increase sales, can be tricky because everyone seems to be pressed for time. Face it, even you may feel overwhelmed. One method for streamlining your sales approach is the SNAP method, which is a handy acronym to help you be more effective. The SNAP Technique basically brings the salesman to the prospect’s level.
• S. Keep it Simple. Because owners and managers are very busy, whatever you’re selling needs to be easy for them to change to or adopt. After all, who has time for a complex training system for a new program when one with intuitive pathways might be available? If you keep your approach simple, it’ll be received better and/or faster.
• N. Be iNvaluable. Life in the business world is really about relationships. You should be the invaluable expert your clients can’t do without. Establishing trust does take time and energy, but once you have become the person who knows (or can find) all the answers, you’ll have greased the money wheels as well.
• A. Align. What are the core beliefs of not only your own company, but your clients’ companies? Any time you can align yourself with those beliefs, people will want to work with you more. It’s not so much about spouting whatever you find on your client’s website, so much as knowing him/her well enough to have something in common. For example, if your client contributes to a local charity, you might let them know in an off-hand way of charities your own business supports.
• P. Priorities. Everyone has priorities, whether it’s personal or business needs. If you understand your customers’ proprieties, you can tap into them in ways that will not only help them, but will increase your sales as well. It could be a more efficient office program, or a new product to make their lives better. The point is, you must really know your customers before you can sell something to them.
SNAP methodology is not really about selling. It’s about building relationships effectively. Of course you need to make money, but you don’t need to waste your or your customers’ time. This method is an effective way to think about calls from the perspective of a customer, which will streamline them so you stay on track.
For more information feel free to contact Lone Bird Studio.