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

en Limba Engleză Paperback – 30 sep 2011

“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 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.

Start Zero-Time Selling today. Sometimes the biggest changes begin with the simplest of steps.

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Specificații

ISBN-13: 9781614480501
ISBN-10: 1614480508
Pagini: 169
Dimensiuni: 140 x 216 x 11 mm
Greutate: 0.24 kg
Editura: Morgan James Publishing

Recenzii

“Andy Paul strips the complexity from the craft of selling, revealing the essential path to sales success built on 10 seemingly simple steps. Any sales team will quickly see results once they start Zero-Time Selling!”
Marshall Goldsmith, million-selling author, NY Times bestsellers, MOJO and What Got You Here Won't Get You There

“Zero-Time Selling boils the art of sales down to 10 simple steps that every sales professional and organization needs to know to get ahead. I can’t think of anyone who wouldn’t benefit from implementing these essential strategies for sales success!”
Ivan Misner, NY Times Bestselling author, Founder of BNI® and Referral Institute®
“Andy Paul, author of Zero-Time Selling, is one of those guys who just gets it. Zero-Time Selling provides a simple framework, based on 10 common sense steps, to achieve and sustain dramatically improved sales results. Read it!"
Keith Ferrazzi, bestselling author of Never Eat Alone and Who's Got Your Back
"In a field crowded with me-oriented formulas, a sales guru who says, ‘Every customer is the center of your universe,’ sets a standard for the rest of them. Read other how-to sales books. But do yourself a favor and read Zero-Time Selling first."
Steve Farber, Bestselling Author, The Radical Leap Re-Energized and Greater Than Yourself
"Brilliant! Zero-Time Selling is a must read for anyone tasked with the go-to-market challenge. You will come away from this read with a new perspective on how to improve results and out-perform the competition."
John Dillon, CEO, Engine Yard, Inc., former CEO, Salesforce.com
“I love Zero-Time Selling. Seriously folks, if you want to get that competitive edge that helps you win over and over again - get this book, read it a few times and take your book of business to the next level.”
Paul D'Souza Author - The Market Has Changed - Have You?
Top 10 Must Read Sales Books in 2010
www.SmallBizFightClub.com

“In his important book, Zero-Time Selling, Andy Paul provides 10 simple solutions for any company to accelerate their sales, using resources that they already have in hand, which complement whatever sales methods they utilize.” ?

Mark Goulston, Bestselling author of Just Listen, Discover the Secret to Getting Through to Absolutely Anyone

“Andy Paul has written an immensely useful book for any sales organization that needs to be reminded how sales success is built upon consistent implementation of a handful of simple truths.” ?

Eric Taylor, Best-selling author of Mastering the World of Selling and Mastering the World of Marketing

“In Zero-Time Selling, Andy Paul provides sales professionals with essential insight on how serve customers and use business skills relevant to today’s mindset. As a result, your sales will rapidly accelerate.” ?

TR Garland, Best Selling Author, Speaker, & Referral Marketing Strategist ?Building The Ultimate Network

“Read and internalize the lessons in (Zero-Time Selling). Serving the customer’s ‘strategic intent’ ߝ what they really want and value in your products or services ߝ is hard work. And it’s an imperative in the connected world within which we all operate.” ?

Dan’l Lewin, Corporate Vice President, Emerging Business, Microsoft Corp

"Andy''s Zero-Time Selling has a refreshing look at sales. While Andy prescribes speed as the foundation of succeeding in sales, he nicely blends the need for caring for the customers in a big way. It''s a must read for everyone in sales." ?

Rajesh Setty, Entrepreneur, Author, Speaker - rajeshsetty.com/blog

“As the business environment continues to move faster and become more complex, Andy Paul helps you to sell and thrive with his new book, Zero-Time Selling. Most important, he will inject a mindset of urgency and responsiveness into all aspects of your sales approach.”

?Taavo Godtfredsen, Executive Producer, SkillSoft

"Everyone sells. We are all selling products, services or ideas. No matter what your role is - sales rep, business owner, entrepreneur, or an employee looking to get ahead- you need the concepts that Andy espouses in Zero-Time Selling, a groundbreaking book." ?

Stephen Shapiro, Author, Best Practices Are Stupid and Personality Poker

“I recommend Zero-Time Selling for anyone driven to achieve more sales, a shorter sales cycle, and higher closing ratios. Simply put, this is a book all about winning in sales.” ?

Noah Blumenthal, Author of Be the Hero

“No matter what selling system you use you have to make sure you are Zero-Time Selling first. Andy Paul lays out 10 simple solutions that are so logical, effective and easy to understand that you will be able to start Zero-Time Selling the moment you finish the book.”

?Jerry Jenkins, CEO, Jenkins Group, Inc.

“In Zero-Time Selling, Andy Paul provides the next generation road map for sales success. I can''t imagine why every serious sale professional would not have this book in their tool kit!” ?

Ed Wallace, critically acclaimed author of Business Relationships That Last, Founder, Relational Capital Group

“Zero-Time Selling provides you a simple framework to achieve and sustain dramatically improved sales results. CEOs, as well as sales professional and sales teams, will all benefit from Zero-Time Selling.” ?

Clinton Greenleaf, Chairman and CEO, Greenleaf Book Group

“Zero-Time Selling is a real eye-opener! Andy Paul has hit the bulls-eye with this clearly written book that lays out 10 simple steps every sales professional and company can easily take to create value for their customers, win more orders and change the way they sell forever.”

?Andrea Nierenberg, CEO The Nierenberg Group

“Speed, intelligence and target customized tactics are the key ingredients to every successful mission. In Zero-Time Selling, Andy Paul shares practical tools to give you the competitive edge necessary to win every sales mission. Don’t take off without it!”

?Lt. Col. Rob “Waldo” Waldman, author, NY Times and WSJ bestseller Never Fly Solo

“What I liked best about Zero-Time Selling is that it fosters the level of attentiveness required to be relevant in today''s complex landscape. For those of you who want to improve your observation skills and create relevance, this read in an agility enhancer.” ?

Jennifer Sertl Author, Strategy Leadership & the Soul ?President, Agility3R

"Andy Paul has written the book that all those in sales must read. Zero-Time Selling has the tools that CEO’s, entrepreneurs, and sales professionals need to strip away the extraneous time-wasters that cause potential buyers to flee in the other direction.” ?

Carolyn Kempcher, CEO, Carolyn & Co Media, Former Co-Star- The Apprentice

“Business has changed. The selling strategies that worked before won’t do. Your customer wants to get more done in less time and you need Zero-Time Selling to sell today, and into the future. Read the book. Follow what Andy Paul teaches you and you’ll sell a lot more.” ?

Warren Whitlock, Author of Profitable Social Media

“Zero-Time Selling takes the art of sales and distills it into 10 solutions that every sales professional should use to improve sales performance. If you are looking for a practical, straightforward and high impact solutions to get your organization to sell with urgency: this is your book.” ?

John Baker, Author The Asking Formula

“Logical, smart and easy to understand, you should implement Zero-Time Selling today or the smart companies will use it to win orders from your customers tomorrow.” ?

John Butler, CEO, Revenue Factors, Inc.

“Zero-Time Selling is the user’s guide to increasing sales and gaining market share. The book shows readers how to take simple steps for putting their companies back on track to meet and break quota.” ?

John Katsaros, Principal, Internet Research Group, Author, Getting it Right the First Time

“Zero-Time Selling delivers to you in highly readable form the practical insights that Andy has gained in the very real world of selling. Whether you run sales in a large corporation or you’re the CEO of a promising start-up, the ideas in this book will light a fire under your sales team NOW.” ?

Matt Slavik, Consultant, Silicon Valley

“Zero-Time Selling provides a practical, experience-based process to increasing sales for any organization. Zero-Time Selling provides simple and valuable measurement techniques which allow your company to stay on track throughout the sales process, ever increasing your sales efficacy over time.” ?

Robert Ochtel, CEO, IDC Marketing, Inc

“Don’t consider reading any other book on sales until you’ve finished reading Zero-Time Selling. I am sure any sales team will start to see real results once they implement Zero-Time Selling. Don''t waste time, put this into practice now!” ?

Gioia Messinger, Founder & CEO, Linked Objects, Inc.

Notă biografică

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.

Descriere

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 the CEO, business owner, sales manager, and sales professional, in 10 simple steps, how to always be first.

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