Name: The Jolt Effect: How High Performers Overcome Customer Indecision
Price: 53.29 NZD
Availability: InStock
Author: Matthew Dixon
ISBN: 9780593538104

portada The Jolt Effect: How High Performers Overcome Customer Indecision

The Jolt Effect: How High Performers Overcome Customer Indecision

Type

Physical Book

Author

Matthew Dixon

Ted McKenna

Publisher

Portfolio

Year

2022

Language

English

Pages

256

Format

Hardcover

Dimensions

22.9 x 15.5 x 2.8 cm

Weight

0.43 kg.

ISBN13

9780593538104

Synopsis "The Jolt Effect: How High Performers Overcome Customer Indecision "

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.

Matthew Dixon

(Author)

View Author's Page

Matthew Dixon is a renowned expert in sales, customer service, and customer experience. He is co-author of The Challenger Sale (2011), a work that revolutionized B2B sales techniques by identifying that the most successful salespeople are those who challenge and educate their customers. He has also co-written The Effortless Experience (2013), The Challenger Customer (2015), and The JOLT Effect (2022), focused on improving customer loyalty and overcoming indecision in sales

Dixon is co-founder of DCM Insights, a consultancy specialized in customer understanding. He holds a PhD in political economy from the University of Pittsburgh and has held executive positions at companies such as Tethr and Korn Ferry Hay Group. His research has been published on more than twenty occasions in Harvard Business Review, addressing key issues in sales and customer service.

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