SNAP Selling is a modern sales approach aimed at people who are overwhelmed and time constrained in today’s fast-paced and information rich business environment.

SNAP, which stands for Simple, iNvaluable, Align, and Priorities – four key sales principles – was developed by Jill Konrath. Konrath is a renowned sales strategist, author, and speaker based in the United States. She has influenced modern sales methodologies with her innovative approaches.

Konrath says that SNAP’s four principles guide salespeople to better engage with clients and prospects and close deals more effectively.

Sales experts say that SNAP Selling is ideal for small and medium-size businesses (SMBs). Gtmnow.com says the following regarding the type of companies that benefit from this approach:

“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.”

Image of a salesman presenting to a client plus a definition of SNAP Sellling.

4 sales principles of SNAP selling

Let’s take a closer look at the four key principles of SNAP selling – Simple, iNvaluable, Align, and Priorities:

  • Simple

If you are a SNAP seller, you must, above all, keep things simple. Buyers today suffer from information overload. Simplicity helps cut through the noise.

You must present your solutions in a clear and concise manner, avoiding unnecessary jargon and complexity.

This involves streamlining communication and focusing on the most critical points that address the buyer’s needs.

By making it easy for buyers to understand the *value proposition, you can facilitate quicker decision-making processes.

* Value proposition refers to the unique value a product or service offers to customers, highlighting its benefits and what makes it different from those of competitors.

  • iNvaluable

Being invaluable means positioning yourself as an essential resource to the buyer. This goes beyond just selling a product or service; it involves providing insights and expertise that can help the buyer achieve their goals.

You must demonstrate a deep understanding of the buyer’s business and industry.

You should offer tailored solutions that address specific pain points (customer problems) and opportunities.

By being a trusted advisor, you can build stronger relationships and increase your chances of closing deals. In other words, trusted advisors tend to sell more.

  • Align

Alignment is about ensuring that the your sales approach is in sync with the buyer’s objectives, strategies, and criteria.

You must take the time to understand what matters most to the buyer and tailor your pitch accordingly.

This involves asking the right questions, actively listening, and showing empathy towards the buyer’s situation.

When you align your solutions with the buyer’s priorities, you can create a sense of partnership and collaboration. This alignment helps in building trust and credibility, which are crucial for long-term success.

  • Priorities

Buyers have numerous demands on their time and attention, so it is essential for you to help them prioritize effectively.

This involves identifying the most pressing issues that the buyer needs to address and demonstrating how your proposed solution can help solve these issues.

You should be able to articulate the urgency and importance of taking action, showing the potential impact on the buyer’s business.

By aligning with the buyer’s priorities, you can create a compelling case for moving forward.

Quotes

The following quotes come from Jill Konrath, the creator of SNAP Selling:

  • “Know your buyer’s journey so you can align with it.”
  • “Keep developing your expertise; it sets you apart.”
  • “Insightful questions build credibility and deepen relationships.”
  • “What differentiates sellers today is their ability to bring fresh ideas.”

Final Thoughts

SNAP Selling is a strategic approach designed to navigate the complexities of modern sales. It is considered a client-centric sales method

By focusing on simplicity, being invaluable, aligning with your buyer’s needs, and addressing priorities, your sales strategy can become more effective.

This methodology recognizes the challenges buyers face and provides a framework for engaging with them in a meaningful way.

As the sales landscape continues to evolve, adopting SNAP Selling principles can help you stay ahead in today’s fiercely competitive marketplace.

Video – What is SNAP Selling?

This video comes from our sister YouTube channel – Marketing Business Network. It explains what “SNAP Selling” is using easy-to-understand language and examples.