Episode 4 – Zero Time Selling with Andy Paul


Andy Paul is a consultant, speaker, and author. He’s also a good friend and a member of my tribe. I’ve been studying lean thinking and agile management, and Andy’s book Zero Time Selling fits nicely in this category. Andy shares why you should try to have the maximum impact with the least amount of effort on each sales call–for your client. He also shares an idea about leads that is going to make some salespeople squirm. Finally, Andy unleashes a big idea about who you need to be in front of your customer when it comes to creating value.

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  • http://smallbusinesstalent.com/ Stephen Lahey

    What a great strategic approach to selling. I love the emphasis on preparation, meeting your client(s) where they are in the buying process, creating value and demonstrating respect for the value of time.

    • http://www.thesalesblog.com S. Anthony Iannarino

      Andy is one bright cat, isn’t he?

  • Jay Oza

    This was a very good podcast. Learned a lot and also got all I needed to know to get me to purchase the book. This was very helpful.

    • Jay Oza

      By the way Andy is not 100% correct when he says that doctors are keeping up. There have been studies that have come out that shows that doctors are not able to keep up with the latest advances in medicine.

      Besides that, everything else you two said on the call was spot on.

      • http://www.thesalesblog.com S. Anthony Iannarino

        It’s a bell curve, isn’t it? Some keeping up, some falling woefully behind.

    • http://www.thesalesblog.com S. Anthony Iannarino

      Thanks, Jay!