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

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

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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 hyper-competitive 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.
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Product Details

  • ISBN-13: 9781614480518
  • Publisher: Morgan James Publishing
  • Publication date: 8/1/2011
  • Sold by: Barnes & Noble
  • Format: eBook
  • Pages: 180
  • File size: 2 MB

Meet 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.

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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

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