Zero-Time Selling

10 Essential Steps To Accelerate Every Company's Sales

Andy Paul

• Publisher: Morgan James Publishing
• Year: 2011
• Print ISBN:
  9781614480501
• eBook ISBN:
  9781614480518
• Topic: Business
• Subtopic: Management
• Index: Business

A comprehensive guide to consistent sales success and effective customer relations.

The amount of time customers have to invest in sellers is limited. They want the information they need now. Don't dress it up. Don't overdo it. Don't waste their 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 ten 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

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 thirty 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.

Praise for Zero-Time Selling

"Any sales professional or sales team will quickly see tangible results once they start Zero-Time Selling!" —Marshall Goldsmith, author of the New York Times bestsellers MOJO and What Got You Here Won't Get You There

"Reading this book empowers you to dramatically improve your sales. . . . I can't think of anyone who wouldn't benefit immensely from implementing Andy Paul's strategies for sales success!" —Ivan Misner, New York Times–bestselling author and founder of BNI® and Referral Institute®

"Andy Paul . . . is one of those guys who just gets it. He understands how products are bought and sold. He knows what customers really need and want. This book leverages that savvy to show you how to sell and manage customer relationships in a manner that truly differentiates you." —Keith Ferrazzi, bestselling author of Never Eat Alone and Who's Got Your Back

Table of contents

• Cover
• Title
• Copyright
• Dedication
• Contents
• Preface
• Introduction
• Meet Milt
• Part I Zero-Time Selling—the Basics
• Part II The Zero-Time Selling Solutions
• Part III The Measure of Zero
• Part IV Taking the First Steps
• Appendix 1: Zero-Time Selling and Buying Cycles
• About the Author