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

Andy Paul (Author)

Book Description

Publication Date: October 1, 2011

Customers today have a simple request of all sellers: "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 every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. And win more orders in less time.

Zero-Time Selling describes the 10 essential sales practices that will enable you to:

1. Sell more, faster, without adding headcount

2. Create value for customers and differentiate yourself from competitors by how you sell

3. Convert a greater percentage of your sales leads into orders

4. Build a loyal customer base and increase repeat business

5. Increase the productivity of all your sales channels

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 your 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.

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 knowledge 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.

Editorial Reviews

Book Description

In today's fast-paced information-driven economy, customers want to make informed buying decision about new products in the least time possible. Your customers will acquire approximately 70% of the information they need to make an informed buying decisions about your product or service from the Internet before they ever contact your company. Thus, when the customer finally contacts you, it means that 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, the CEO, business owner, sales manager and sales professional, in 10 simple steps, how to always be first.

About the Author

Andy Paul is the creator, author and founder of Zero-Time Selling, a consulting and training organization that empowers enterprises and individuals to transform their sales results by integrating a higher order of responsiveness, speed and information content into every step of their sales cycle.

Product Details

• Paperback: 184 pages
• Publisher: Morgan James Publishing (October 1, 2011)
• Language: English
• ISBN-10: 1614480508
• ISBN-13: 978-1614480501
• Product Dimensions: 5.5 x 0.4 x 8.5 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (15 customer reviews)
• Amazon Best Sellers Rank: #381,417 in Books (See Top 100 in Books)

More About the Author

I have spent more than 30 years as a successful sales professional and Vice President of Sales in companies ranging from raw start-ups to F1000. I have been responsible for the sales of hundreds of millions of dollars worth of products and services in nearly every corner of the globe. In addition, I have been a consultant to the CEOs of dozens of companies who were searching for the key to consistent sales success.

What I have learned all along the way are the essential sales practices that every company should use to transform their selling efforts. In Zero-Time.

My first job in sales was selling women's shoes at the local JC Penney during high school. On my first day I learned a lesson that has stayed with me my entire career: Don't assume a customer will make a rational decision. ("Young man, I don't care that my feet measure a size 8. Bring me a 6.")

My first sales job after college was selling overpriced desktop adding machines door to door to businesses. Lugging an adding machine and presentation flip chart I made 30-40 cold calls a day. I quickly learned how to get past the gatekeepers, the receptionists, to the decision makers in 60 seconds or less.

Fifteen years later I was selling some of the most sophisticated communications networking equipment in the world to some of the largest companies in the world in nearly every corner of the globe.

As a consultant and author, I have set out to share what I have learned about selling to help CEOs, sales managers and sales professionals achieve consistent sales success in competitive markets. I have distilled the key lessons I have learned about using responsiveness, speed and support to win more orders, in less time, in my new book Zero-Time Selling.

Most Helpful Customer Reviews

5.0 out of 5 stars Urgent Information Without the Fanfare Buildup November 19, 2012

By Robert Terson

Format:Paperback

The crazy-busy, frazzled customers of today want sellers to just give them the information they need without all the fanfare buildup. Their time is limited and the last thing they want is for you to waste a minute of it. "Zero-Time Selling" gives every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that time-sensitive customer desire, and it'll help win more orders in less time.

In Part I, Zero-Time Selling--The Basics, Andy Paul offers five key principles:

1. How you sell is as important as what you sell. Zero-Time Selling will show you how to build trust and differentiate your company while creating value for your customer by how you sell your product or service.

2. If you are talking to a customer, it is urgent. The Internet has made it possible for customers to get 70-80% of the information they need to make an informed purchase decision about your product or service before they contact you for the first time. If you are talking to a customer, they want answers now and you had better be Zero-Time Selling.

3. Everything happens now (unless it has already happened). The timeframe for every sales action is now. Get a lead, follow up now. Get a question from a customer, answer it now. Of course, not everything can happen immediately, but the most important things can.

4. Measure. Fine-tune. Measure. Zero-Time Selling is a system of responsiveness, delivering content in Zero-Time. Every step of your sales process must continually be measured and improved with the goal of reducing to zero the amount of time required to deliver that content.

5. Every customer is the center of your universe. The least expensive, least time-consuming, and least competitive sales are those you make to your existing customers. To ensure a steady flow of orders by Zero-Time Selling you will practice unconditional support.

What I think is so significant about this book is that it proffers an entirely different perspective on the timeframe of the sales process. You're going to read Andy Paul's book and come away with an urgency outlook that you never quite grasped before, and that urgency outlook is going to change how you do business; it's going to put a lot more money in your pocket. You're going to learn simple solutions to accelerate and improve your sales results.

5.0 out of 5 stars Horizontal workflow increases efficiency April 24, 2012

By Babette

Format:Paperback

Zero-Time Selling offers a refreshing and straight-forward approach to working with your customer more efficiently. Responsiveness in many traditional sales models injects lots of layers between the customer and the seller. It's not about preserving your own sales model. It's about providing your customer with the information they want and need to know: in Zero-Time, with a more direct yet simple approach to customer acquisition. I highly recommend this book. It will make you think about how to apply your sales acumen more efficiently and effectively.

5.0 out of 5 stars "Your fast is my slow" February 19, 2012

By jlareau

Format:Paperback|Amazon Verified Purchase

Awesome book. My two favorite lines to live by: "Your fast is my slow" and "Do everything now". One of my favorite sales books.