Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales

by Andy Paul

Overview

“Customers today have a simple request of all salespeople: “Just give me the information I need. Now. Don’t dress it up, don’t overdo it, don’t take me to lunch. The time I have to invest in you is limited, and all your extraneous activity just wastes my time.” Zero-Time Selling gives you the tools to be completely and absolutely responsive to that customer request.”
 
In today’s fast-paced information-driven economy, your customers will acquire approximately 70% of the information they need to make an informed buying decision about your product or service from the Internet before they ever talk to a salesperson. When they finally contact you, it means their need for information is time-sensitive and urgent. The sales team that is the first to respond with the complete answers to the customer’s questions dramatically improves their chances to win the order. Zero-Time Selling shows you how to always be first.
 
Zero-Time Selling gives you, the CEO, business owner, entrepreneur and sales manager/professional, 10 simple solutions to breakthrough the usual inertia and internal roadblocks that are unnecessarily impeding your sales efforts. Zero-Time Selling shows anyone engaged in the business of selling the true meaning of responsiveness and demonstrates how to use responsiveness as a key competitive advantage to build trust and create value for the customer, as well as differentiate themselves from their competition.

Refreshingly free of the usual conceptual sales jargon, Zero-Time Selling presents an accessible, straightforward path to consistent sales success. It is incredibly easy to learn and compatible with any selling system or sales methods a company currently uses.

Based on his more than 30 years of sales, sales management and sales consulting experience across every type of sales channel and sales environment, Andy Paul knows how products are bought and sold. Zero-Time Selling reflects his understanding that in today’s hypercompetitive sales environment “how” a company sells its products and services is as important as “what” they sell in creating value for the customer and effectively differentiating their company and offerings.

Start Zero-Time Selling today. Sometimes the biggest changes begin with the simplest of steps.

Product Details

ISBN-13:	9781614480501
Publisher:	Morgan James Publishing
Publication date:	10/01/2011
Pages:	184
Product dimensions:	5.40(w) x 8.50(h) x 0.60(d)

About the Author

Andy Paul has more than 30 years experience as a sales professional and Vice President of Sales with enterprises ranging from Fortune 1000 companies to technology start-ups. As Founder and Principal of the Sales Action Group he has consulted with numerous CEOs to help them discover the key to consistent sales success.

Table of Contents

Preface 1

Introduction 3

Meet Milt 7

Part I Zero-Time Selling-The Basics

Zero-Time Selling with MILT 13

Do This First, Then Do That 19

Part II The Zero-Time Selling Solutions

Solution #1 Sell with MILT 29

Solution #2 Follow Up 100% of Sales Leads 37

Solution #3 Always Sell with the Sharp End of the Stick 45

Solution #4 Do Everything Now 53

Solution #5 Practice Unconditional Support 63

Solution #6 Provide the Human Touch 71

Solution #7 CRM It 79

Solution #8 Sell Low 87

Solution #9 Start Small 93

Solution #10 Disqualify the Losers 101

Winning Hearts and Minds 109

Part III The Measure of Zero

It's the System, Stupid 121 How Fast Is Zero-Time? 127 The Measure of Zero 131

Part IV Tahing The First Steps IC-ItWerks Converts to Zero-Time Selling 137

The Next Steps Are Yours 155

Appendix 1 Zero-Time Selling and Buying Cycles 163

About the Author 169

Editorial Reviews

Andy Paul strips the complexity from the craft of selling, revealing the essential path to sales success built on 10 seemingly simple steps. Any sales team will quickly see results once they start Zero-Time Selling!”
Marshall Goldsmith, million-selling author, NY Times bestsellers, MOJO and What Got You Here Won't Get You There

“Zero-Time Selling boils the art of sales down to 10 simple steps that every sales professional and organization needs to know to get ahead. I can’t think of anyone who wouldn’t benefit from implementing these essential strategies for sales success!”
Ivan Misner, NY Times Bestselling author, Founder of BNI® and Referral Institute®

“Andy Paul, author of Zero-Time Selling, is one of those guys who just gets it. Zero-Time Selling provides a simple framework, based on 10 common sense steps, to achieve and sustain dramatically improved sales results. Read it!"
Keith Ferrazzi, bestselling author of Never Eat Alone and Who's Got Your Back

"In a field crowded with me-oriented formulas, a sales guru who says, ‘Every customer is the center of your universe,’ sets a standard for the rest of them. Read other how-to sales books. But do yourself a favor and read Zero-Time Selling first."
Steve Farber, Bestselling Author, The Radical Leap Re-Energized and Greater Than Yourself

"Brilliant! Zero-Time Selling is a must read for anyone tasked with the go-to-market challenge. You will come away from this read with a new perspective on how to improve results and out-perform the competition."
John Dillon, CEO, Engine Yard, Inc., former CEO, Salesforce.com

“I love Zero-Time Selling. Seriously folks, if you want to get that competitive edge that helps you win over and over again - get this book, read it a few times and take your book of business to the next level.”
Paul D'Souza Author - The Market Has Changed - Have You?
Top 10 Must Read Sales Books in 2010
www.SmallBizFightClub.com

 

From the Publisher

In his important book, Zero-Time Selling, Andy Paul provides 10 simple solutions for any company to accelerate their sales, using resources that they already have in hand, which complement whatever sales methods they utilize.”



Mark Goulston, Bestselling author of Just Listen, Discover the Secret to Getting Through to Absolutely Anyone

Mark Goulston