{"id":57240,"date":"2024-08-13T04:22:56","date_gmt":"2024-08-13T11:22:56","guid":{"rendered":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/?p=57240"},"modified":"2025-03-13T07:19:58","modified_gmt":"2025-03-13T14:19:58","slug":"how-to-use-snap-selling-to-shorten-sales-cycles","status":"publish","type":"post","link":"\/us\/en\/blog\/how-to-use-snap-selling-to-shorten-sales-cycles\/","title":{"rendered":"How to use SNAP selling to shorten sales cycles"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Do you sometimes feel a little overloaded with data? So do buyers. What\u2019s needed is a way to cut through some of the extra inputs so that they can see their way clearly to a purchase.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This, in essence, is what the SNAP selling method delivers. It reduces unnecessary data to a minimum and allows buyers to make a decision without being burdened with too much detail.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">How does SNAP work? We\u2019ll go through exactly what\u2019s involved, before looking at how it assists buyers to make good decisions and enables sales reps to close deals in reduced periods of time.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">After all, the less time it takes to complete the sale, the more quickly the next sale can proceed. So, in that spirit, let\u2019s get on with it.<\/span><\/p>\n<h2 class=\"heading h2\"><span style=\"font-weight: 400;\">What is SNAP selling?<\/span><\/h2>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-57242\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2024\/08\/image1-2.jpg\" alt=\"\" width=\"1999\" height=\"1334\" \/><\/p>\n<p><span style=\"font-weight: 400;\">The information wonderland that we now inhabit is a dream for those seeking more detail on pretty much anything, from <\/span><a href=\"https:\/\/www.ringcentral.com\/can-i-buy-a-specific-phone-number.html\"><span style=\"font-weight: 400;\">custom phone number<\/span><\/a><span style=\"font-weight: 400;\"> services to custard recipes.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, sometimes this wealth can become nothing short of a burden.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This can be particularly the case for a buyer. Chances are, they\u2019ve started to look into the area they\u2019re interested in. They might have learned a huge amount already, but this wealth of information has left them more confused than ever, overwhelmed by pros and cons they\u2019d never considered. Overall, they&#8217;re probably very busy people who need a solution, fast.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this circumstance, we want to be able to respect the customer\u2019s time at the same time as giving them what they need to get to the transactional step. This is where SNAP selling scores.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">SNAP is an acronym, standing for the following:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Simple<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">iNvaluable<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Aligned<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Priority<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Let\u2019s take a look at what this means in practice\u2026<\/span><\/p>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Keep it simple<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">This is very much the name of the game. The essence of SNAP selling is to focus on the necessary.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What does this mean in terms of sales methodology? Here\u2019s a key component: giving just what\u2019s needed, when it\u2019s needed. If a customer asks a question, give them the answer in a straightforward manner.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t over complicate matters, and don\u2019t give them extra color. You might find the enhanced detail fascinating, but it will probably be the case that your customer simply doesn\u2019t have the bandwidth to deal with what is in reality unnecessary material.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Giving customers just what they need might include scheduling a minimum of meetings. If you give them quality information and concentrate on what the customer needs, repeated meetings are usually unnecessary to reach the transactional step. This leads to better sales efficiency.<\/span><\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-57243\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2024\/08\/image4-1.png\" alt=\"\" width=\"1999\" height=\"1333\" \/><\/p>\n<p style=\"text-align: center;\"><span style=\"font-weight: 400;\">Free to use image from Unsplash<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And here\u2019s a controversial thought: are options always good? We all like a choice, sure. But sometimes it\u2019s a chore to wade through too many layers of options. So, restrict choices to where they\u2019re strictly needed. You might find, for instance, that some options can be gone through post-sale, once the initial top-level settings have been decided on.<\/span><\/p>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Try to be invaluable<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">What do we mean by being invaluable? Well, customers come to sales professionals not just to hand over their funds and pick up a product. They need guidance with their decision-making process so that they can be sure that what they\u2019re considering will deliver for them and satisfy their needs.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The sales rep is in the key position here. They can be vital to the customer journey and can put the customer exactly where they need to be.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The crucial consideration with this sales approach is that your reps shouldn\u2019t just be there to press their products on customers. They should have an objective appraisal of the situation so that they can truthfully put the customer together with the right product for them.<\/span><\/p>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Give alignment<\/span><\/h3>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-57244\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2024\/08\/image3-2.png\" alt=\"\" width=\"1935\" height=\"1529\" \/><\/p>\n<p style=\"text-align: center;\"><span style=\"font-weight: 400;\">Free to use image from Unsplash<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Customers like to deal with a business that shares goals with their own. If there\u2019s friction, then at some point an element of dysfunction will emerge.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So, as far as you possibly can, you should render your business, and your business goals, in alignment with your customer. Put somewhat more simply, what matters to your customers should matter to your business. So, reps should be able to put themselves in the shoes of the customers so they can better appreciate what it is that matters to them.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">An understanding of perspective leads to better communication and, importantly, a feeling on the part of the customer that they are being understood. There are few things worse than dealing with a <\/span><a href=\"https:\/\/www.ringcentral.com\/contact-center.html\"><span style=\"font-weight: 400;\">contact center<\/span><\/a><span style=\"font-weight: 400;\">, say, and fighting in vain to get an answer to what you believed was a simple question.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By concentrating on alignment, you reassure the customer that you get what it is that they need. The positive experience this represents is of fundamental importance.<\/span><\/p>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Stick to priorities<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">One of the fundamental jobs of a SNAP sales rep is to keep the customer from overload. For this process to succeed, there has to be a robust policy applied to the question of what you should include and what you should reject. Information that is of use to the sales process should be prioritized.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s imperative to use a mix of approaches when you are constructing priorities. There should of course be consideration of what interests the customer. But there should also be an inclusion of material that the business knows is crucial to consider, of which the customer might be completely unaware.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So, a list of priorities should give the customer answers to their questions, as well as any other information that a business knows is vital to give proper understanding of what the product offers. But this shouldn\u2019t be done at the expense of being concise.<\/span><\/p>\n<h2 class=\"heading h2\"><span style=\"font-weight: 400;\">What are the three SNAP selling decisions?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Now that we know what SNAP stands for, we\u2019re almost in a position to consider implementing it. Before we do, we need to consider the three crucial decisions that a customer makes in the SNAP selling process.<\/span><\/p>\n<ol>\n<li>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Who gets attention?<\/span><img decoding=\"async\" class=\"aligncenter size-full wp-image-57245\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2024\/08\/image6.png\" alt=\"\" width=\"1999\" height=\"1333\" \/><\/h3>\n<p style=\"text-align: center;\"><span style=\"font-weight: 400;\">Free to use image from Unsplash<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The customer has to decide to deal with you. This means that you need to present a compelling proposition. This in turn means that you need to demonstrate that all-important alignment. A customer has to feel comfortable that you might have similar outlooks. This way, a potential buyer can move down the sales funnel.<\/span><\/li>\n<li>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Why shift from the present situation?<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Customers can be relatively happy with their existing scenario, unaware or only partially aware of just how much better things can be. You can alert them to what enhancements are possible (this is often easier with a <\/span><a href=\"https:\/\/www.ringcentral.com\/video-call.html\"><span style=\"font-weight: 400;\">video call<\/span><\/a><span style=\"font-weight: 400;\">), and the customer can decide to take the leap. But to get them to do this, you need to remember to be invaluable and simple with your approach.<\/span><\/li>\n<li>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Do I opt for your solution?<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">You\u2019ve persuaded the customer to open their minds to improvements. Now you need to bring matters to a profitable close with a good buying decision. You do this by ensuring that the priorities you set out thoroughly satisfy your customer\u2019s needs. Combine this with the simplicity, invaluability, and alignment you\u2019ve already displayed, and your reps will be hitting home runs.<\/span><\/li>\n<\/ol>\n<h2 class=\"heading h2\"><span style=\"font-weight: 400;\">Some practical tips<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">So, let\u2019s finish with some ways to put this knowledge into action.<\/span><\/p>\n<ol>\n<li>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Think frazzled<img decoding=\"async\" class=\"aligncenter size-full wp-image-57246\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2024\/08\/image5.png\" alt=\"\" width=\"1999\" height=\"1333\" \/><\/span><\/h3>\n<p style=\"text-align: center;\"><span style=\"font-weight: 400;\">Free to use image from Unsplash<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The person that we should have firmly in the spotlight is the consumer who is overloaded with information, in other words, the frazzled customer.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These are people who need a product to alleviate some of their difficulties, but they\u2019re not necessarily in the best place to decide on which option to take. Whether they\u2019re in need of advice or haven\u2019t got much time, these buyers need careful and sensitive handling.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So, get your sales team to tap into a frazzled customer mindset and understand who they are dealing with. When a clear conception forms of the stresses that dictate a customer\u2019s reality, it becomes easier to communicate in a way that will cut through the chaff to offer the customer a real and compelling solution.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Knowing what the customer is going through also helps generate a rapport, which is always a help with making the sale. This is a key advantage of the SNAP method. <\/span><\/li>\n<li>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Remember the matrix<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Alongside whatever <\/span><a href=\"https:\/\/www.leadfeeder.com\/blog\/best-sales-prospecting-tools\/\"><span style=\"font-weight: 400;\">prospecting tools<\/span><\/a><span style=\"font-weight: 400;\"> your team employs, there\u2019s a very handy tool that you can use to keep your focus sharp: the buyer\u2019s matrix. It\u2019s a chart with headings such as \u2018Buyer\u2019s role\/responsibilities\u2019 and \u2018Buyer\u2019s business objectives\u2019, which the salesperson fills in with whatever information they have.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Then, keeping the chart in front of them, the sales rep can refer to the data therein in order to keep what they say in the ensuing conversation relevant and potent, Low tech, but effective.<\/span><\/li>\n<li>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">Stick to the truth<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Generally, a good tip for life and even more so for sales. By all means flag up the advantages of your product, and differentiate yourself from the competition. But avoid the temptation to exaggerate.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Falsehoods will usually emerge, either before the purchase or after. And you don\u2019t need the customer service friction and poor reviews that stem from the latter.<\/span><\/li>\n<\/ol>\n<h2 class=\"heading h2\"><span style=\"font-weight: 400;\">SNAP selling for the win<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Selling is all about understanding the customer and selling them what they need in their particular circumstance. When so many people are finding themselves hemmed in by demands on their time and attention, you have a situation in which what customers need is clarity, simplicity and clear effectiveness.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is what SNAP selling offers. Done right, it will come as such a dose of relief to the customer that they will be only too happy to engage. They will welcome what the sales rep is offering, and will especially welcome the brevity with which it\u2019s being offered.<\/span><\/p>\n<h2 class=\"heading h2\"><span style=\"font-weight: 400;\">Frequently asked questions<\/span><\/h2>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">How does SNAP selling help in shortening sales cycles?<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">SNAP selling shortens sales cycles by simplifying the decision-making process for buyers, demonstrating the invaluable benefits of your product or service, aligning your solution with the buyer&#8217;s needs, and prioritizing the buyer&#8217;s time and goals. By taking this streamlined approach you can accelerate the path to closing deals.<\/span><\/p>\n<h3 class=\"heading h3\"><span style=\"font-weight: 400;\">How can sales teams measure the effectiveness of SNAP selling?<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The effectiveness of SNAP selling can be measured by tracking metrics such as reduced sales cycle length, increased win rates and higher customer satisfaction. On top of this, be sure to conduct regular reviews and collect customer feedback so you can adjust your strategy accordingly. <\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Do you sometimes feel a little overloaded with data? So do buyers. What\u2019s needed is a way to cut through some of the extra inputs so that they can see their way clearly to a purchase. This, in essence, is what the SNAP selling method delivers. It reduces unnecessary data to a minimum and allows &#8230;<\/p>\n","protected":false},"author":1221,"featured_media":57241,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[18390,43336],"tags":[380],"class_list":["post-57240","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication-and-collaboration","category-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How to use SNAP selling to shorten sales cycles<\/title>\n<meta name=\"description\" content=\"A definition of the SNAP sales method, followed by how to put it into action\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/how-to-use-snap-selling-to-shorten-sales-cycles\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to use SNAP selling to shorten sales cycles\" \/>\n<meta property=\"og:description\" content=\"A definition of the SNAP sales method, followed by how to put it into action\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/how-to-use-snap-selling-to-shorten-sales-cycles\/\" \/>\n<meta property=\"og:site_name\" content=\"RingCentral Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/ringcentral\" \/>\n<meta property=\"article:published_time\" content=\"2024-08-13T11:22:56+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-03-13T14:19:58+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/wp-content\/uploads\/2024\/08\/GettyImages-1305085166-scaled.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2048\" \/>\n\t<meta property=\"og:image:height\" content=\"1365\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Marvin Varee\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ringcentral\" \/>\n<meta name=\"twitter:site\" content=\"@ringcentral\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Marvin Varee\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"9 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/how-to-use-snap-selling-to-shorten-sales-cycles\/#article\",\"isPartOf\":{\"@id\":\"\/us\/en\/blog\/how-to-use-snap-selling-to-shorten-sales-cycles\/\"},\"author\":{\"name\":\"Marvin Varee\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/person\/0d5525bf0b61d7a19bc6539e2867e531\"},\"headline\":\"How to use SNAP selling to shorten sales cycles\",\"datePublished\":\"2024-08-13T11:22:56+00:00\",\"dateModified\":\"2025-03-13T14:19:58+00:00\",\"mainEntityOfPage\":{\"@id\":\"\/us\/en\/blog\/how-to-use-snap-selling-to-shorten-sales-cycles\/\"},\"wordCount\":1784,\"publisher\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/how-to-use-snap-selling-to-shorten-sales-cycles\/#primaryimage\"},\"thumbnailUrl\":\"\/us\/en\/blog\/wp-content\/uploads\/2024\/08\/GettyImages-1305085166-scaled.jpg\",\"keywords\":[\"sales\"],\"articleSection\":[\"Communication &amp; 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With over five years at RingCentral, Marvin has played a pivotal role in scaling the company's ABM and Integrated Marketing initiatives and implementing effective demand generation tactics. Before joining RingCentral, Marvin led demand generation and integrated campaigns at FinancialForce and managed global campaigns at Zuora. His career began at Oracle as a Mid-Market Applications Account Manager. Marvin holds a Bachelor of Arts in Political Science from the University of California, Berkeley, and is a Marketo Certified Expert. 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