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.
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.
