{"id":3914,"date":"2011-12-01T14:23:21","date_gmt":"2011-12-01T22:23:21","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=3914"},"modified":"2011-12-01T14:23:21","modified_gmt":"2011-12-01T22:23:21","slug":"zero-time-selling-10-essential-steps-to-accelerate-every-companys-sales-andy-paul","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2011\/12\/01\/zero-time-selling-10-essential-steps-to-accelerate-every-companys-sales-andy-paul\/","title":{"rendered":"Zero-Time Selling. 10 Essential steps to accelerate every company’s sales. Andy Paul"},"content":{"rendered":"
\"Cover<\/a>

Cover via Amazon<\/p><\/div>\n

Zero-Time Selling. 10 Essential steps to accelerate every company’s sales. Andy Paul. 2012. ISBN 9781614480501. This short (168 pp) tightly written book punches way above its weight class.\u00a0 The 10 steps are simple, obvious and elegant. It relates very well to changes we are seeing in the marketplace, changes that negatively impact technology sales.<\/p>\n

Why change?\u00a0 Here is his comment on the buyer’s life today.<\/p>\n

“Customer firms are no different from any other business.\u00a0 Most productivity gains are due to people being pushed to work harder , to increase their output within the same number of hours.\u00a0\u00a0 If buyers are stretched thin like everyone else, then it stands to reason that one good avenue for creating value for the customer through the selling process is to reduce the time he needs to spend assembling the information required to make a fully informed decision.”<\/em><\/p>\n

As a salesperson, do you deserve to be in front of the buyer? Have you done your homework on his industry and his needs plus do you have the product knowledge to answer the most important of their questions immediately?<\/p>\n

To make Zero-Time work ( and this is not a quick fix ) sales managers need to be able to measure that:<\/p>\n