Introduction ---- PART I. SNAP Decisions. 1. It's Tough Out There --- 2. How Frazzled Customers
... Think --- 3. Inside the SNAP Factors --- 4. SNAP Rules: Simple + iNvaluable + Aligned + Priority --- 5. What's Going On Inside Your Customer's Head --- 6. Your Customer's Decision-Making Process ---- PART II. The First Decision. 7. First Decision Overview --- 8. Getting in the Game --- 9. Aligned: Craft Winning Value Propositions --- 10. Priorities: Capitalize on Trigger Events --- 11. Create the Critical Connections --- 12. Simple: Messages that Matter --- 13. Passing the "Tell Me More" Test --- 14. iNvaluable: Become Irresistible Right Away ---- PART III. The Second Decision. 15. Second Decision Overview --- 16. Getting Off to a Good Start --- 17. Mind Over Chatter --- 18. Meetings That SNAP, Crackle, and Pop --- 19. Aligned: Assessing Business Value --- 20. iNvaluable: Become the Expert They Can't Live Without --- 21. iNvaluable: Using Your Smarts to Create Change --- 22. iNvaluable: Be an Everyday Value Creator --- 23. Simple: Cut the Complexity --- 24. Priorities: Maintain the Momentum --- 25. Success with the Second Decision ---- PART IV. The Third Decision. 26. Third Decision Overview --- 27. Selling to Hot Prospects --- 28. Simple: Make the Decision as Easy as Possible --- 29. Aligned: Balancing the Value-Risk Equation --- 30. iNvaluable: Be the One They Want to Work With --- 31. Priority: Getting the Business --- 32. Success with the Third Decision ---- PART V. Wrapping It Up. 33. SNAP to It! Read More