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The Jolt Effect
How High Performers Overcome Customer Indecision
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Format: Hardback
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The Jolt Effect
$8500
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Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
Book Hero Magic formatted this description to make it easier to read. While it's new and
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Description
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.
Book Hero Magic summarised reviews for this book. While it's new and still learning, it may not be perfect - your feedback is welcome! HOW HAS THIS BEEN REVIEWED?
The Jolt Effect by Matthew Dixon and Ted McKenna is highly praised for its evidence-based approach to sales strategy. Reviewers commend the authors for overturning traditional sales beliefs, particularly regarding customer indecision. The book combines modern psychology insights with practical sales techniques, offering a fresh perspective and actionable strategies to enhance sales outcomes.
Book Details
INFORMATION
ISBN: 9780593538104
Publisher: Penguin Putnam Inc
Format: Hardback
Date Published: 20 September 2022
Country: United States
Imprint: Portfolio
Audience: General / adult
DIMENSIONS
Width: 154.0mm
Height: 236.0mm
Weight: 250g
Pages: 256
About the Author
Matthew Dixon is the Wall Street Journal bestselling authorof three of the most important business books of the past decade- The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also afrequent 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 has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group as well as the research firm 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 isan 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, engage, retain, and grow customer relationships. Prior to co-founding DCMi, Ted has held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds, and CEB (now, Gartner). His most recent work focused on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioral frameworks. Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and jobs data.He is a sought-after speaker and advisor to sales and customerexperience teams around the world.
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