Title
The Jolt Effect: How High Performers Overcome Customer Indecision
Delivery time: 8-12 business days (International)
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.
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Shipping & Returns
Shipping
We ship your order within 2–3 business days for USA deliveries and 5–8 business days for international shipments. Once your package has been dispatched from our warehouse, you'll receive an email confirmation with a tracking number, allowing you to track the status of your delivery.
Returns
To facilitate a smooth return process, a Return Authorization (RA) Number is required for all returns. Returns without a valid RA number will be declined and may incur additional fees. You can request an RA number within 15 days of the original delivery date. For more details, please refer to our Return & Refund Policy page.
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This warranty strictly does not cover damages that arose from negligence, misuse, wear and tear, or not in accordance with product instructions (dropping the product, etc.).
Warranty
We provide a 2-year limited warranty, from the date of purchase for all our products.
If you believe you have received a defective product, or are experiencing any problems with your product, please contact us.
This warranty strictly does not cover damages that arose from negligence, misuse, wear and tear, or not in accordance with product instructions (dropping the product, etc.).
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Frequently Asked Questions
- Q: What is 'The JOLT Effect' about? A: 'The JOLT Effect' discusses how high performers in sales overcome customer indecision, presenting a new approach that focuses on addressing customers' fears of failure rather than just promoting potential successes.
- Q: Who are the authors of this book? A: The book is co-authored by Matthew Dixon and Ted McKenna, both of whom are recognized experts in sales.
- Q: What is the main premise of the book? A: The main premise is that once purchase intent is established, customers prioritize avoiding failure over the potential for success, and sales strategies should adapt accordingly.
- Q: How many pages are in 'The JOLT Effect'? A: 'The JOLT Effect' contains 256 pages, providing a comprehensive exploration of its concepts and research findings.
- Q: When was 'The JOLT Effect' published? A: 'The JOLT Effect' was published on September 20, 2022.
- Q: What type of binding does this book have? A: This book is available in a hardcover binding, offering durability and a premium reading experience.
- Q: Is this book suitable for new salespeople? A: Yes, 'The JOLT Effect' is suitable for both new and experienced salespeople, as it offers practical guidance and insights that can enhance sales strategies for all levels.
- Q: What category does this book fall under? A: 'The JOLT Effect' falls under the category of Consumer Behavior, providing valuable insights into the decision-making processes of customers.
- Q: What is the key takeaway from the research presented in the book? A: The key takeaway is that high-performing sales reps succeed by focusing on the customer's fear of failure, which can be more influential than the desire for success.
- Q: Does the book include real-world examples or data? A: Yes, 'The JOLT Effect' includes robust data and insights from a study of over two and a half million sales conversations across various industries.