Can You Sell Your Customers in Zero Seconds?

Grow Your Business, Not Your Inbox

Stay informed and join our daily newsletter now!
Will be used in accordance with our Privacy Policy
Can You Sell Your Customers in Zero Seconds?
Guest Writer
Owner of Make a Living Writing
min read
Opinions expressed by Entrepreneur contributors are their own.

In our short-attention-span age, many people are fed up with sales pitches that can't get to the point. Sales consultant Andy Paul's book Zero-Time Selling advocates reducing the time needed for sales and customer-service processes to zero (or as near to it as possible).

If that sounds crazy, think about how we buy online. We might see an ad and buy that product with one click. We don't want to hunt for anything, and we expect retailers to show us what we want and exactly how to buy it.

Anything slower than that, and we're frustrated. If your site takes a few seconds longer to load, we're leaving.

Related: The 'Fashion Star' Guide to Connecting the Dots for Customers

The big challenge is finding ways to sell quickly and effectively offline, too. In the book Relevant Selling, Jaynie Smith offers advice on how to do just that.

First, she says, make sure what you're selling is exactly what your customer wants. Doing so will close the deal faster. Smith debunks the idea that your points of difference are always a competitive advantage. Find out what your customers prize, and deliver that -- and you've made an instant sale. 

Also, she says, don't get too creative with ads. You know the kind, where you can't figure out what the ad is for until the last five seconds of the commercial? Smith's research says customers aren't impressed. It's disrespectful of my time to make me wait a full minute to find out what you want to sell me.

You may not be able to get it down to zero, but any time you can shave off your sales process will help close more deals.

How do you speed up your sales cycle? Leave a comment and let us know.

Related: Seven Ways to Keep Angry Customers (Like Me) Happy

More from Entrepreneur

Get heaping discounts to books you love delivered straight to your inbox. We’ll feature a different book each week and share exclusive deals you won’t find anywhere else.
Jumpstart Your Business. Entrepreneur Insider is your all-access pass to the skills, experts, and network you need to get your business off the ground—or take it to the next level.
Create your business plan in half the time with twice the impact using Entrepreneur's BIZ PLANNING PLUS powered by LivePlan. Try risk free for 60 days.

Latest on Entrepreneur

Entrepreneur Media, Inc. values your privacy. In order to understand how people use our site generally, and to create more valuable experiences for you, we may collect data about your use of this site (both directly and through our partners). By continuing to use this site, you are agreeing to the use of that data. For more information on our data policies, please visit our Privacy Policy.