Zero Time Selling – Book Review


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Zero-Time Selling by Andy Paul is a little book with a big impact and a simple but powerful message.

If you are looking for a book on sales training ideas for your kick-off, or a new sales methodology, this is not it.ZTS

The ideas in this book however will have a more immediate impact on any company if implemented, than any new sales methodology or training event.

I was introduced to Zero-Time Telling, by Anthony Iannarino who mentioned it in a recent video interview. I have been writing about responsiveness and decided I had better read what Andy had to say.

Now I need to get everyone I know reading it because;

  • the ideas are simple and obvious, but often counter-intuitive,
  • will move the sales needle,
  • very few companies are using them,
  • once you know them, they cannot be ignored.

Core Tenets of Zero time Selling

Zero-Time Selling = Responsiveness = Content + Speed

Andy states, “A quick but incomplete response to a customer’s question is the same as no response at all.

A complete but slow response is marginally better than no response. This has always been the case, and today it’s truer than ever.

Republished with author's permission from original post.

Mark Gibson
Mark Gibson has been at the forefront of developing sales and marketing tools that create clarity in messaging value for 30 years. As a consultant he is now engaged in helping sales, marketing and enablement teams to get clear about value creation. Clarity attracts inbound leads, clarity converts visitors into leads and leads into customers, clarity builds mindshare, clarity engages customers, clarity differentiates value, clarity helps onboard new hires clarity helps raise funds, clarity + execution win markets.


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