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From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more salesIn sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.
Publication Date : 2022-09-20
Authors : Matthew Dixon, Ted McKenna
Publisher : Penguin
Number of Pages : 256
ISBN 10 : 0593538102
ISBN 13 : 9780593538104
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[PDF] [EPUB] The Jolt Effect: How High Performers Overcome Customer ...
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The JOLT Effect by Matthew Dixon, Ted McKenna: 9780593538104 ...
Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales. * This audiobookincludes a downloadable PDF that contains charts, graphs and illustrations from the book.
JOLT Effect Home Page
The JOLT Effect: How High Performers Overcome Customer Indecision, written by the best-selling author of The Challenger Sale, Matt Dixon and co-author Ted McKenna. Learn about the study, access free resources, and more about our speaking, training, and support for sales and sales enablement leaders.
The JOLT Effect (book summary) - SellingSherpa
The JOLT Effect by Matthew Dixon and Ted McKenna INTRODUCTION Stuck In our research, we found that anywhere between 40 percent and 60 percent of deals today end up stalled in "no decision" limbo. Customers are much less worried about missing out (omission) than they are about messing up (commission).
The JOLT Effect: How High Performers Overcome Customer Indecision
The JOLT Effect: How High Performers Overcome Customer Indecision Kindle Edition by Matthew Dixon (Author), Ted McKenna (Author) Format: Kindle Edition 4.6 125 ratings See all formats and editions Kindle $15.99 Read with Our Free App Audiobook $0.00 Free with your 3-Month Audible trial Great on Kindle Great Experience. Great Value.
Matt Dixon Explains the JOLT Effect | How to Avoid "Think it Overs" with Potential Customers!
ABOUT THE JOLT EFFECT From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn't "no." It's "I need to think about it." When this happens, deeply entrenched business advice says to double ...
Matt Dixon on The JOLT Effect, Sales Influence(r) Podcast
Matt Dixon and Ted McKenna launched a new book today, The JOLT Effect. I STRONGLY recommend you get the book if you're dealing with difficulties #closingdeals , buyer #indecision or getting deals #unstuck ! Sponsor Bigtincan: (Sales Enablement Platform) (FREE metaverse sales training) ...
The JOLT Effect with Matt Dixon
In this podcast episode, Roger Dooley chats with Matt Dixon, author of The JOLT Effect and founding partner of DCM Insights, about the concept of effortful experiences and the impact of customer indecision on sales. They discuss how companies often create friction and wasted effort for customers, despite knowing it is detrimental. Matt shares ...