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RainToday.com's Podcast: Marketing & Selling Professional Services

Want to sell more? Stop talking about you and your services. Prospects, who are busier than ever, don't want to hear it. In fact, if you leave a voice message simply introducing your firm and its services, it will be deleted in a nanosecond, says Jill Konrath, author of SNAP Selling. That's because it has absolutely no meaning for them.

Instead focus on the prospect and their challenges, bring value to the table, and tell them something that will pique their interest.

"A 'SNAP seller' starts entirely with the client in mind," Konrath says. "They try to get inside their head and understand the business issues and challenges they're facing, the goals they're trying to reach, the problems they'll have if they remain status quo, and why they won't change."

Listen as Konrath, an expert in complex sales strategies and creating business value for B2B sales organizations, explains:

• What's involved in SNAP Selling
• How to capture a prospects' attention and keep it during the whole decision process
• How to research companies so you have the information to make an intelligent call
• How to communicate the value of a complex solution without overwhelming prospects
• How to make sure your message is aligned with prospects' concerns

(To download two chapters of SNAP Selling and get your hands on four free sales resources, visit www.snapselling.com.)

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