9780593538104-0593538102-The JOLT Effect: How High Performers Overcome Customer Indecision

The JOLT Effect: How High Performers Overcome Customer Indecision

ISBN-13: 9780593538104
ISBN-10: 0593538102
Author: Matthew Dixon, Ted McKenna
Publication date: 2022
Publisher: Portfolio
Format: Hardcover 256 pages
FREE US shipping on ALL non-marketplace orders
Rent
35 days
from $17.68 USD
FREE shipping on RENTAL RETURNS
Marketplace
from $20.00 USD
Buy

From $20.00

Rent

From $17.68

Book details

ISBN-13: 9780593538104
ISBN-10: 0593538102
Author: Matthew Dixon, Ted McKenna
Publication date: 2022
Publisher: Portfolio
Format: Hardcover 256 pages

Summary

The JOLT Effect: How High Performers Overcome Customer Indecision (ISBN-13: 9780593538104 and ISBN-10: 0593538102), written by authors Matthew Dixon, Ted McKenna, was published by Portfolio in 2022. With an overall rating of 4.3 stars, it's a notable title among other Consumer Behavior (Marketing & Sales, Sales & Selling, Customer Relations, Processes & Infrastructure) books. You can easily purchase or rent The JOLT Effect: How High Performers Overcome Customer Indecision (Hardcover) from BooksRun, along with many other new and used Consumer Behavior books and textbooks. And, if you're looking to sell your copy, our current buyback offer is $4.5.

Description

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.

Rate this book Rate this book

We would LOVE it if you could help us and other readers by reviewing the book