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
- 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
- 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!
