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Zero-Time Selling to Meet Today’s Sales Challenges by Andy Paul

Zero-Time Selling to Meet Today’s Sales Challenges by Andy Paul

Andy Paul

About the Author

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

Summary of Zero-Time Selling

In today’s fast-paced information-driven economy, your prospects and 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 a prospect or customer finally contacts 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.

Why I Wrote Zero-Time Selling

Over the course of my career as a consultant and VP of Sales I have worked with many small and medium-sized companies. What all those companies and clients had in common was that they were, by definition, the underdogs in most competitive sales situation. Their competitors were almost always larger, brand name companies with more resources, more money, more mature products and a larger base of reference customers. But none of that mattered because we still had to go out and win orders in order to survive and thrive. And win we did. Zero-Time Selling shows the secrets to consistently winning orders no matter what size company you are.


Why You Should Buy Zero-Time Selling Today

With Zero-Time Selling you will:

1. Win more orders in less time without adding headcount.

2. Differentiate yourself from competitors, and create value for your customers, by how you sell your product or service.

3. Convert a larger 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.

Article:

In today’s fast-paced information-driven marketplace, 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.

How you sell is as important as what you sell

With commerce moving at the speed of light in a highly competitive economy, how you sell your product and service is as important as what you sell. Product differentiation is expensive to create and difficult to maintain. Zero-Time Selling provides a method to establish greater credibility, build trust and create value for your prospects and customers, as well as clearly differentiate you from your competitors, by how you sell your product and service.

The race doesn’t go to the swift; it goes to the responsive.

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 CEO, sales manager and sales professional the tools to be completely and absolutely responsive to that customer request and win more orders in less time.

Zero-Time Selling for any company or any sales professional


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.

Zero-Time Selling to Meet Today’s Sales Challenges by Andy PaulSell with Maximum Impact in the Least Time (MILT)

Your prospects and customers are just like businesses everywhere: they are trying to do more with fewer resources. As a result they need to make informed purchase decisions in the least time possible.

Selling with MILT simply means that every interaction you have with a prospect or customer achieves the Maximum Impact in the Least Time possible: MILT. Applying absolute responsiveness, the combination of the right content delivered in the least time possible, at each step of the customer’s buying cycle will maximize the opportunity you have to win the customer order.

This is Zero-Time Selling: using absolute responsiveness to reduce to zero the amount of time required to convert a sales lead into a satisfied customer

For any business the speed of selling is inextricably linked to responsiveness. If you’re a seller and your prospects are working their way, step-by-step, through their buying cycle, they won’t move on to the next step until their information requirements for the current step are completely met. Without responsiveness a sale, or a buying cycle, will come to a screeching halt.

Responsiveness is composed of two elements: content and speed. A quick but incomplete response to a customer’s question is the same as no response at all. A complete but slow response to a customer is marginally better than no response. Every person-to-person interaction with customers, whom you must presume have educated themselves online about your product, carries the requirement to be completely responsive and value-added in the least time possible.

Creating Value By How You Sell

Zero-Time Selling shows you how to create value for your prospects and customers, and build a sustainable sales advantage, by combining the elements of information and speed to demonstrate absolute responsiveness to their information requirements needs. For instance, both a customer and a seller want to maximize their Return on Time Invested (ROTI) in their respective buying and selling cycles. For the buyer this means making an informed decision to purchase a solution that meets their value, budget, and feature requirements with the least investment of time possible. For the seller this means supporting the buyer with the information they need to make the optimum informed purchase decision in the shortest period of time possible. The Zero-Time seller will maximize the customer’s ROTI and win more orders.
Why Every Small Business Should be Zero-Time Selling

Zero-Time Selling gives the start-up and small business a competitive advantage in their battle for new orders and shows how to use a simple, straightforward approach to customer service to build loyalty and healthy streams of repeat business. The investment required to start Zero-Time Selling is minimal. It mostly requires just time and commitment on the part of a CEO and sales manager to make it happen. Lastly, adopting a sales process that creates value for your prospects and customers will also serve to protect your price points and margins.

Steps to Start Zero-Time Selling

1. Purchase Zero-Time Selling for your Team

Everyone in your company has a role to play in Zero-Time Selling. Quantity discounts for bulk purchases of Zero-Time Selling and Zero-Time Selling training materials are available.

2. One-day Zero-Time Selling Assessment

You can’t improve what you don’t measure. So as a prelude to Zero-Time Selling we’ll conduct a one-day on-site assessment of your current sales efforts and how they stack up to the best Zero-Time Selling practices. You will receive a detailed analysis that shows which areas of your sales processes need improvement and recommended steps you should take. Along with the report you receive a numeric score. This score is your Zero-Time Selling Index. Take the necessary actions to increase your Zero-Time Selling Index and your sales will improve.

3. One-day Zero-Time Selling Workshops

A fast-paced and engaging introduction to the 10 core principles of Zero-Time Selling, this workshop provides a small business the basic tools it needs to hit the ground running and sell and support its customers and prospects in Zero-Time.

How to Connect with Andy Paul and Zero-Time Selling

Website: www.zerotimeselling.com

Twitter: @zerotimeselling

Facebook: http://www.facebook.com/pages/Zero-Time-Selling/140277186068091

LinkedIn: http://www.linkedin.com/in/zerotimeselling

Email: [email protected]

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