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Mohrbooks Literary Agency
Sebastian Ritscher |
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THE JOLT EFFECT
How High Performers Overcome Customer Indecision
From the bestselling coauthor of The Challenger Sale (nearly one million copies sold in the US!) comes 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 coauthor Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision. They 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 industries, 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.
Matthew Dixon is the Wall Street Journal-bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group, and CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500.
Ted McKenna is an accomplished sales and customer experience researcher whose work has appeared in the pages of Harvard Business Review. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. He has held numerous leadership roles at Russell Reynolds Associates as well as the sales practice of CEB. He is a sought-after speaker and advisor to sales and customer experience teams around the world.
For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in THE JOLT EFFECT, he and coauthor Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision. They 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 industries, 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.
Matthew Dixon is the Wall Street Journal-bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group, and CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500.
Ted McKenna is an accomplished sales and customer experience researcher whose work has appeared in the pages of Harvard Business Review. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. He has held numerous leadership roles at Russell Reynolds Associates as well as the sales practice of CEB. He is a sought-after speaker and advisor to sales and customer experience teams around the world.
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Book
Published 2022-09-20 by Portfolio |