In addition to the key pillars detailed above, Jill Konrath uses several other buzz terms throughout SNAP Selling. Each defines and addresses a concept or concern highly relevant to modern marketers today. Here’s a closer look at each.
Frazzled Customer Syndrome
This term refers to the Email Marketing List constant state of busyness typical in modern consumers. Your sales prospects have a lot vying for their attention, and they have a multitude of options to choose from when seeking solutions. That said, they’re likely also impatient, demanding, and relatively distractible. A sales rep who understands this going in stands a better chance of succeeding. Buyer’s Matrix The buyer’s matrix refers to the network of core issues your prospective buyer deals with when making a purchase decision. Examples include personal pain points and the opinions of other decision-makers involved in the process. Your understanding of the questions that populate the buyer’s matrix provides the foundation for your sales strategy.
The D-Zone is a term that refers
The dreaded limbo a brand goes to when a sales prospect loses interest in what that brand has to offer. They may show this in any number of ways that involve the letter D — deleting emails, delaying decisions, or dismissing you, to list just a few examples — but the ATB Directory result is always the same. They’re not interested, and you no longer exist to them. SNAP is all about staying out of the D-Zone.
