If You're Curious About These Questions...
You should listen to this audiobook
- Did you know that the biggest threat to your sales isn't the competition or the 'status quo,' but a hidden force you're likely ignoring?
- Have you ever wondered why even your most enthusiastic prospects often end up doing nothing at all, despite agreeing with everything you say?
- What if you could stop fighting the 'no' and start tackling the real reason deals stall, using a proven method to overcome customer indecision?
Listen to The JOLT Effect — Free Audiobook
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Key Takeaways from The JOLT Effect
- Discover why overcoming customer indecision, rather than beating the status quo, is the true secret to closing deals, as indecision accounts for 56 percent of missed sales.
- Understand why the traditional tactic of re-convincing a hesitant customer to buy actually backfires and negatively impacts 84 percent of sales attempts.
- Learn how to judge the three main causes of customer hesitation—valuation problems, lack of information, and outcome uncertainty—so you can apply the exact right counter-strategy.
- Find out how to separate serious buyers from the hopelessly indecisive by identifying warning signs like endless research requests, sudden backtracking, and constantly changing evaluation criteria.
- Master the art of proactive guidance by shifting from passively asking what a customer needs to confidently telling them what they need, a simple shift that can boost win rates from 18 to 44 percent.
Learning Tools
Reinforce what you learned from The JOLT Effect
Mind Map
The JOLT Effect
The Core Problem+
J: Judging the Indecision+
O: Offer Your Recommendation+
L: Limiting the Exploration+
T: Taking Risk Off the Table+
Quiz — Test Your Understanding
Question 1 of 6
According to Dixon and McKenna's research, what is the primary reason for most missed sales opportunities?
Question 2 of 6
Which of the following is NOT one of the three main factors that lead to customer indecision, as identified in the JOLT effect?
Question 3 of 6
What does the famous grocery store jelly experiment illustrate regarding customer behavior?
Question 4 of 6
How do top-performing salespeople effectively use 'cooperative overlapping' during a sales call?
Question 5 of 6
Why is a 'pre-buttal' considered a highly effective sales technique when limiting customer exploration?
Question 6 of 6
When trying to overcome a customer's fear of buyer's remorse (Taking risk off the table), which strategy do the authors recommend?
The JOLT Effect — Full Chapter Overview
- 1Recommendation
- 2Beating the status quo does not resolve customer indecision effectively.
- 3Assessing the indecision.
- 4Give your recommendation.
- 5Restricting the exploration.
- 6Removing risk from the table.
The JOLT Effect Summary & Overview
The JOLT Effect (2022) promises to shatter your understanding of sales techniques. Grounded in decades of research, this enlightening guide reveals how tackling customer indecision, not status quo bias, holds the key to sales success.
Who Should Listen to The JOLT Effect?
- Anyone working in sales
- Small business owners or entrepreneurs
- Consumers interested in sales techniques
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