The JOLT Effect by Matthew Dixon audiobook

The JOLT Effect: How High Performers Overcome Customer Indecision

By Matthew Dixon  and Ted McKenna
Read by Matthew Dixon  and Ted McKenna

Penguin Audio 9780593538104
5.79 Hours 1
Format : Digital Download (In Stock)
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    ISBN: 9780593613276

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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. * This audiobookincludes a downloadable PDF that contains charts, graphs and illustrations from the book.

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Summary

Summary

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. * This audiobookincludes a downloadable PDF that contains charts, graphs and illustrations from the book.

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Author

Author Bio: Matthew Dixon

Author Bio: Matthew Dixon

Matthew Dixon is an executive director at CEB, a leading member-based advisory company. He has presented to hundreds of senior executives and management teams around the world, including those of many Fortune 500 companies, on issues ranging from customer service strategy to sales productivity. In addition to The Challenger Sale, his work has been published in the Harvard Business Review. Dixon holds a PhD from the Graduate School of Public and International Affairs at the University of Pittsburgh and currently resides in Silver Spring, Maryland, with his wife and four children.

Titles by Author

Author Bio: Ted McKenna

Author Bio: Ted McKenna

Titles by Author

Details

Details

Available Formats : Digital Download
Category: Nonfiction/Business & Economics
Runtime: 5.79
Audience: Adult
Language: English