Utilizing SNAP Selling principles, salespeople are better armed to deal with busy prospects and provide valuable knowledge, connect their product or service with issues vital to the buyer, and provide a smooth, easy purchasing runway. Pipeliner CRM Empowers Snap Selling Solution Selling is a poor fit for transactional sales environments with a standardized, simple solution. The questioning sequence is typically overkill in these situations. If you have a sales organization that sells exclusively over the phone, Solution Selling is likely a poor fit. While Solution Selling doesn’t have to be face-to-face, if you sell via the web or video conference, it’s more likely to work for you. 3. What Is The SPIN Selling Methodology? SNAP Selling provides a framework for a specific type of buyer – but it won’t work for every sales organization. If you’re in the business of selling to SMB companies, this methodology will help you win over stressed out buyers. Instead of making presentations, reps hold relevant conversations about how the solution can be modified to better match the client’s requirements. The Conceptual Sales methodology ultimately boils down to a three-part dance: get information, give information, and get commitment.

Successful sales teams use selling frameworks to create consistency in how sales reps deliver their pitch to their ideal customers. Your goal is to get information that will help you align their buying process and your selling process. You’ll use five types of Conceptual Selling questions to help you move from one stage to the next:

Should you adopt the SNAP Selling methodology?

Target account selling (TAS) has been a go-to sales methodology ever since it suggested compiling a list of your most relevant customers to target in your marketing and sales efforts. Customer interactions are built around asking five types of questions. Confirmation questions help you reaffirm existing information; new information questions help you confirm how your prospect conceptualizes the product; attitude questions help you understand your prospect better and their interests; commitment questions reveal your prospects’ level of investment in this project; and basic issue questions will assist you in understanding any potential issues.

Commitment Questions: These questions aim to understand and increase the buyer’s commitment to the project. Salespeople often make a critical mistake in thinking that sales is all about convincing a prospect to make a decision (at least under the SNAP methodology). Introduction. The introduction summarizes the SNAP methodology and explains that modern salespeople can benefit from having fewer, higher-quality interactions.Because the process is about identifying the right accounts, target account selling can often be largely automated, using a CRM to identify accounts which share particular traits and characteristics. Once these common triggers are identified – the things which make people particularly likely to buy – then a structured, repeatable process can be applied to turn these prospects into sales. 13. The Sandler Selling System Small Business Influencers - Honorable Mentions | Small Business Influencers". Influencers.smallbiztrends.com . Retrieved 2013-10-10.