Can You Sell Your Customers in Zero Seconds? Two experts say getting right to the point can help boost sales.

By Carol Tice

entrepreneur daily

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

Carol Tice

Owner of Make a Living Writing

Longtime Seattle business writer Carol Tice has written for Entrepreneur, Forbes, Delta Sky and many more. She writes the award-winning Make a Living Writing blog. Her new ebook for Oberlo is Crowdfunding for Entrepreneurs.

Want to be an Entrepreneur Leadership Network contributor? Apply now to join.

Editor's Pick

Related Topics

Business News

Former Pediatrics Professor Donates $1 Billion, Makes Albert Einstein College of Medicine Tuition-Free

Dr. Ruth Gottesman's husband left her $1 billion in Berkshire Hathaway stock with the following instructions: "Do whatever you think is right with it."

Business News

'Next Tesla' Electric Car Startups Hit Speed Bump: 'Investors Want To See Demand'

Electric vehicle companies large and small, from Ford to Tesla to Rivian, are dealing with cooler-than-expected demand for EVs.

Starting a Business

Long-Lost Sisters Who Built the Largest Black-Owned Wine Company in the U.S. Reveal How to Break Into a Notoriously Tough Industry

Andréa and Robin McBride followed their shared love of wine into business — but it hasn't always been easy.

Business Ideas

55 Small Business Ideas to Start in 2024

We put together a list of the best, most profitable small business ideas for entrepreneurs to pursue in 2024.