The JOLT Effect: How High Performers Overcome Customer Indecision. Matthew Dixon, Ted McKenna
The-JOLT-Effect-How-High.pdf
ISBN: 9780593538104 | 256 pages | 7 Mb
- The JOLT Effect: How High Performers Overcome Customer Indecision
- Matthew Dixon, Ted McKenna
- Page: 256
- Format: pdf, ePub, fb2, mobi
- ISBN: 9780593538104
- Publisher: Penguin Publishing Group
Download epub books online The JOLT Effect: How High Performers Overcome Customer Indecision in English by Matthew Dixon, Ted McKenna
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 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.
Matt Dixon on overcoming customer indecision
It's called The JOLT Effect: How High Performers Overcome Customer Indecision. To prepare for this book, 2.5 million documented sales
The JOLT Effect on Apple Books
How High Performers Overcome Customer Indecision Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research
Matthew Dixon: Books - Amazon.com
The JOLT Effect: How High Performers Overcome Customer Indecision. by Matthew Dixon and Ted McKenna | Sep 20, 2022.
Coming Soon - Sales & Selling / Marketing & Sales: Books
The JOLT Effect: How High Performers Overcome Customer Indecision. by Matthew Dixon and Ted McKenna | Sep 20, 2022.
The Jolt Effect: How High Performers Overcome Customer
The Jolt Effect: How High Performers Overcome Customer Indecision But this approach backfires dramatically. Why? Because it completely gets wrong the primary
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