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Zero Time Selling with Andy Paul – Episode 4

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In a world where technology is moving things forward rapidly, one of the things that will help you differentiate yourself and your organization from others is HOW you handle the sales process. Your prospective customers are busy people and want to get through the process in a way that provides them maximum benefit in the least amount of time. That’s what Andy Paul calls “Zero Time Selling” and on this episode, he’s going to tell you the basics of how to go about getting sales done in less time.   

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M.I.L.T. – Maximum Impact in the Least Time.

The sales strategy that Andy Paul adheres to is MILT – Maximum Impact in the Least Time. His book, “Zero Time Selling” is filled with both the practical reasons and the practical ways you need to modify your sales process to make that a reality. Listen in to this conversation as Anthony and Andy chat about the things that go into zero time selling. You’re going to find a lot of common sense baked into Andy’s perspective.

The only thing you have control over in the sales process is what you do

There are lots of things that can go sideways in a sales process. But that shouldn’t change the things that you do as a regular part of the process. In this conversation Anthony and Andy chat about why many sales professionals are not following up every sales lead and how doing so could increase sales effectiveness significantly. They are also going to reveal how keeping the customer’s time equalling value in the forefront of your mind can help you be a benefit to them instead of a liability.

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You need to make the most of every sales lead you get

If you had a scratch ticket for the lottery in your hand could you tell someone if it was a winner? No way. You’d have to scratch off the little gray ovals to find out, wouldn’t you? Every sales prospect is the same way. Andy Paul says that he’s heard sales pros say that they can tell that a particular lead is no good, but how do they really know if they don’t investigate? On this episode, Andy shares why he believes salespeople should follow up on 100% of leads to ensure that they are not leaving money on the table. More importantly, he shares best practices for doing that and making those leads that don’t pan out into referrals.

Why you need to always sell with the sharp end of the stick.

Simply put, your prospects will not appreciate it if you waste their time. That means when you set up a sales call you need to ensure that the people going to meet with the prospect are the exact people they need to give the answers required to close the deal. There’s a place for training, but never at the expense of the prospect’s time. Andy Paul unpacks his concept of zero time selling on this episode of In The Arena. Listen and learn.

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Outline of this great episode

  • [0:24] Introduction to Andy Paul and why he’s on the show.
  • [4:30] How to sell with maximum impact in the least amount of time.
  • [7:48] Why the only thing you have control over is what you do.
  • [8:52] Why you have to follow up on 100% of all sales leads.
  • [14:48] Always sell with the sharp end of the stick.
  • [22:11] Why it’s very difficult to catch up these days.

Resources & Links mentioned in this episode

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