Title
The Jolt Effect: How High Performers Overcome Customer Indecision
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From The Bestselling Coauthor Of The Challenger Sale, A Paradigmshattering Approach To Overcoming Customer Indecision And Closing More Salesin Sales, The Worst Thing You Can Hear From A Customer Isnt No. Its 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 Decisionmaking: 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 Indecisionand Offer A Shocking New Approach That Turns Conventional Wisdom On Its Head. Drawing On A Brandnew, Firstofitskind Study Of More Than Two And A Half Million Sales Conversations From Across Industry, They Reveal The Surprising Truth That Highperforming Sales Reps Grasp And Their Averageperforming Peers Dont: Only By Addressing The Customers 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 Actionand Close More Sales.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: How many pages does the book have? A: The book has two hundred fifty-six pages. This length provides a comprehensive exploration of customer indecision in sales.
- Q: What is the size of The JOLT Effect? A: The book measures six point eighteen inches in length, nine point twenty-nine inches in height, and zero point ninety-five inches in width. This makes it a convenient size for reading.
- Q: What type of binding does the book use? A: The JOLT Effect is available in hardcover binding. This binding type enhances durability and gives it a professional appearance.
- Q: What is the main theme of the book? A: The main theme is overcoming customer indecision in sales. It offers strategies for sales professionals to address customer fears effectively.
- Q: Who is the author of The JOLT Effect? A: The author is Matthew Dixon, a well-known sales expert. He co-authored the book with Ted McKenna.
- Q: Is The JOLT Effect suitable for beginners? A: Yes, the book is suitable for beginners in sales. It provides practical guidance and insights that can benefit new sales professionals.
- Q: What insights does the book offer for sales leaders? A: The JOLT Effect offers strategies to help sales leaders train their teams. It emphasizes addressing customer fears to improve sales outcomes.
- Q: What kind of research does the book include? A: The book includes a study of over two and a half million sales conversations. This research supports its claims and strategies.
- Q: Can I use this book for team training? A: Yes, this book can be used for team training. Its insights are valuable for developing sales skills in a group setting.
- Q: How do I keep the book in good condition? A: To keep the book in good condition, store it in a dry place and avoid exposing it to direct sunlight. This will prevent damage to the cover and pages.
- Q: Is there a warranty on the book? A: No, there is no warranty on books. However, many sellers offer return policies if the book is damaged upon arrival.
- Q: What if the book arrives damaged? A: If the book arrives damaged, contact the seller for a return or replacement. Most sellers have policies in place for such issues.
- Q: Does this book contain practical sales techniques? A: Yes, it contains practical sales techniques. The authors provide actionable advice based on their research findings.
- Q: Is The JOLT Effect specifically for sales professionals? A: Yes, it is specifically designed for sales professionals. The book targets strategies to enhance their effectiveness in closing deals.
- Q: What genre does The JOLT Effect belong to? A: The JOLT Effect belongs to the Consumer Behavior genre. It focuses on understanding purchasing decisions and behaviors.
- Q: Are there any counterintuitive insights in the book? A: Yes, the book presents counterintuitive insights about customer decision-making. These insights challenge conventional sales wisdom.