The SNAP sale method isn’t for complicated salespeople or customer-centric salespeople, but rather an effective pressure sales technique.
It’s the technique of one of the best salesmen and manipulators I’ve ever met, and it’s particularly well-suited to the sale of unique objects, in the art market for example.
- Simple
- Required
- Aligned
- Priority
Simple
Speak to your customers in simple, direct words that will move them. Don’t complicate things, target the customer’s feelings and play on them.
Necessary.
You need to be a fine psychologist and understand your customers’ psychological motivations, so you can lather them up with your unique product that matches their lifelong aspirations. It’s “a unique opportunity they have to take”.
There are in fact two necessities:
- You yourself become necessary to your customer; you are the only one who can enable your customer to achieve his or her dreams.
- Your unique object or service that you alone own.
Basically, you’re doing your customer a favor because you like them. At least, that’s how some dealers present things in the art market.
Aligned
As we saw earlier, to be necessary, you need to be aligned with your customer’s priorities, which means understanding their needs and motivations.
Alignment can take place at any point in the sale, depending on the salesperson’s intuition. SNAP is not a structured method, but an intuitive one that aims to play on the customer’s emotions.
Priority
Of course, to be aligned, you need to know the customer’s psychological priorities and motivations. So it all makes sense: we present in a simple way a product that the customer needs because we’re the only ones who own it, and it’s aligned with his priorities.
Example of the SNAP sale method
- Simple: I offer you this exceptional signed ceramic
- Necessary: I’m the only one who has it, and it’s original and unique.
- Aligned: to match your style and what you’re looking for
- Priority: art is your life, this style is the one you love, you’ll regret it all your life if you don’t take it. You know, this piece of art is very much in demand, and I have other buyers, so I’m putting you first, because I like working with you.
Conclusion
It’s a manipulative technique, often based on lies on the part of those who use it, but hey, it’s all a matter of how you use it. On the other hand, it is impossible to use for identical products such as wheat, or for complex sales with competition. But it’s also a formidable weapon when it comes to shortages or sales of unique products.
Jean-Pierre Mercier
