Just finished listening to  Jill Konrath's book, SNAP Selling and loved it. Great stuff.  The premise is that the world has changed when it comes to selling stressed out, crazy-busy buyers who do not want or have the time to hear a sales pitch or change the status quo.

Jill takes the seller through SNAP principles which stands for Simple, iNvaluable, Aligned and Priority and lays out a path and process to overcome buyer obstacles and create genuine value, which the buyer will respond to.  A workbook accompanies the audiobook and provides a buyer's matrix of information the seller needs to know and questions to be asked at each stage of the process.

Great stuff!

Joel