First, let me just say that I LOVE Andy’s book…Zero Time Selling. It doesn’t matter how long I’ve been selling, I always learn something that was absolutely true when I read Andy’s book. As Andy will tell you, it isn’t WHAT you sell, but HOW you sell it, which fits perfectly with my view of what social selling is all about. The thing that really stuck with me after reading Andy’s book is that squeezing “time” out of the sales process can make the difference between winning and losing the sale.
Andy Paul is a leading expert on Selling with Maximum Impact in the Least Time and author of the award-winning book, “Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.” He is the founder/CEO of Zero-Time Selling, Inc. a sales strategy consulting firm with offices in San Diego and NYC. Andy brings to his work with clients an extensive background with nearly every type of sales situation and sales channel both in the US and abroad. He specializes in working with CEOs and managers to turn “so-so” sales teams into “great.”
During my conversation with Andy, we talked about:
How Zero-Time Selling is different than other sales books.
Why speed of selling is critical in today’s competitive, fast paced environment.
The concept of ROTI (return on time invested) and why this is important to a prospect.
Why selling “low” in the organization might actually be more beneficial than trying to get to the highest executive possible.
Selling with the Sharp End of the Stick…listen to the interview to know what this means!
What to do about inbound leads that are not followed up. BTW, the conservative estimate is that 50% of all leads generated for sales are never follow up on. Hum…seems like that might be a problem.
There is a lot of meat in this interview, so dig in. Oh, and be sure to tell me what you will do differently now that you’ve heard Andy’s thoughts about Zero Time Selling.
LISTEN TO THE INTERVIEW