Amp Up Your Sales

CHAPTER 12

Accelerating Your Responsiveness

There’s an epidemic of poor responsiveness in sales and service. I’ve known this for a long time as an advisor and consultant to CEOs regarding the sales challenges confronting their companies. What’s taken me by surprise in recent years was the depth of the problem.

The most frequent reaction I’ve heard over the past few years from readers of my first book, Zero-Time Selling, as well as from salespeople who have attended my sales training workshops, was their recognition that their responsiveness was woefully deficient. Most surprising of all were the number of similar comments I’ve received from seasoned, successful, top-grade sales professionals and sales VPs. In many cases, these were people I knew ...