Maximum Impact Least Time
Here is part of an interview I recently did with Andy Paul, the author of “Zero-Time Selling: 10 Essential Steps To Accelerate Every Company’s Sales“. In this segment, Andy talks about the concept of Maximum Impact Least Time.
Maximum Impact Least Time Transcription:
CHRIS HAMILTON: One of the core tenets of your book’s philosophy is “MILT.” Who or what is MILT?
ANDY PAUL: When you write a book about business, you want to come up with a way to easily train people about concepts that come naturally to you. MILT is an acronym that stands for “maximum impact in the least time.” MILT is also an avatar, a character who can answer any questions the reader may have.
The customer has a limited amount of time to invest in buying from you, and this is a common denominator throughout the book. When that customer gives you his or her attention, you have to convey the value of your product or service in the shortest possible time. That creates the maximum impact and benefits both you and the customer.
Selling should not be a rote practice that you do the same way every day. Each prospect requires planning and forethought. I always tell people that selling is a thinking person’s business. It gives you a chance to apply creativity to the sales process. Selling with maximum impact means thinking about what you’re going to do on your next sales call that will provide maximum value in the least amount of time.
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