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The JOLT Effect: How High Performers Overcome Customer Indecision

Supplier: PRH Premium
Publisher: Portfolio
Product Name: The JOLT Effect: How High Performers Overcome Customer Indecision
Author: Ted McKenna
Language: English
Format: Hardcover
Publication Date: 9/20/2022
ISBN: 0593538104
Pages: 256
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      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.

      The book, The JOLT Effect: How High Performers Overcome Customer Indecision [Bulk, Wholesale, Quantity] ISBN# 9780593538104 in Hardcover by Ted McKenna; Matthew Dixon may be ordered in bulk quantities. Minimum starts at 25 copies. Availability based on publisher status and quantity being ordered.

      Product details

      Publisher: Portfolio
      Product Name: The JOLT Effect: How High Performers Overcome Customer Indecision
      Author: Ted McKenna
      Language: English
      Format: Hardcover
      Publication Date: 9/20/2022
      ISBN: 9780593538104
      Pages: 256
      Publisher: Portfolio
      Product Name: The JOLT Effect: How High Performers Overcome Customer Indecision
      Author: Ted McKenna
      Language: English
      Format: Hardcover
      Publication Date: 9/20/2022
      ISBN: 0593538104
      Pages: 256

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      About the Author: Ted McKenna

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