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The JOLT Effect : How High Performers Overcome Customer Indecision by Ted McKenna and Matthew Dixon (2022, Hardcover)

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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.

Product Identifiers

Publisher
Penguin Publishing Group
ISBN-10
0593538102
ISBN-13
9780593538104
eBay Product ID (ePID)
6057257724

Product Key Features

Book Title
Jolt Effect : How High Performers Overcome Customer Indecision
Author
Ted Mckenna, Matthew Dixon
Format
Hardcover
Language
English
Topic
Consumer Behavior, Customer Relations, Commerce, Sales & Selling / General
Publication Year
2022
Genre
Business & Economics
Number of Pages
256 Pages

Dimensions

Item Length
9.3in
Item Height
0.9in
Item Width
6.2in
Item Weight
15.4 Oz

Additional Product Features

Lc Classification Number
Hf5415.32.D58 2022
Reviews
"Dixon and McKenna have mined a massive trove of data to extract piles upon piles of golden nuggets of sales insight. They show how we've misunderstood what really holds back buyers. And with a deft combination of analytic rigor and practical guidance, they chart a path to doing better." -- Daniel H. Pink, #1 New York Times bestselling author of To Sell Is Human and The Power of Regret "Every last person in sales should rush to buy this book. Fresh, interesting, evidence-based, and above all practical , this book will spark a transformation in the way we sell." -- Dan Heath, New York Times bestselling coauthor of Switch , Made to Stick , The Power of Moments , and Upstream "Matt Dixon and Ted McKenna use their pivotal research to break down everything sellers need to know to overcome customer indecision. " -- Constantine Alexandrakis, CEO, Russell Reynolds Associates " The JOLT Effect debunks long-held sales beliefs. The psychology behind buying decisions is a valuable perspective that is missing from traditional selling methods." -- Melissa Murray Bailey, chief revenue officer, Hootsuite " The JOLT Effect is an absolute game changer--bringing the most fascinating current psychology insights together with the practical applications needed to succeed in B2B selling." --Jean Martin, senior partner and global head of product, Mercer "For years, we've been told that the status quo is our biggest competitor in sales. But, using a powerful combination of modern machine learning and troves of research into human psychology and behavioral economics, The JOLT Effect turns that conventional thinking on its head." -- Jim Nystrom, executive vice president of global sales, Dialpad "This is the most important advance in sales thinking since The Challenger Sale . The JOLT Effect shines a bright spotlight on the biggest and, for years, largely unspoken challenge facing sales teams: no decision. This should be required reading for any sales professional looking to overachieve. " -- Connor Marsden, executive vice president, North America Service Cloud, Salesforce
Lccn
2022-013122
Dewey Decimal
658.8342
Intended Audience
Trade
Dewey Edition
23
Illustrated
Yes

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The JOLT Effect : How High Performers Overcome Customer Indecision by Ted McKenna and Matthew Dixon (2022, Hardcover)

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Additional Product Features

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