The JOLT Effect (How High Performers Overcome Customer Indecision)

ISBN: 9780593538104
List Price: $31.00

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SKU:
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Minimum Order: 25 copies per title

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Overview

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 isnā€™t ā€œno.ā€ Itā€™s ā€œI need to think about it.ā€ 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.Ā 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 indecisionā€”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 donā€™t: only by addressing the customerā€™s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.
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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 actionā€”and close more sales.

This book title, The JOLT Effect (How High Performers Overcome Customer Indecision), ISBN: 9780593538104, by Matthew Dixon, Ted McKenna, published by Penguin Publishing Group (September 20, 2022) is available in hardcover. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.

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Product Details

Author:
Matthew Dixon, Ted McKenna
Format:
Hardcover
Pages:
256
Publisher:
Penguin Publishing Group (September 20, 2022)
Language:
English
ISBN-13:
9780593538104
ISBN-10:
0593538102
Weight:
15.2oz
Dimensions:
6.18" x 9.32" x 0.95"
File:
RandomHouse-PRH_Book_Company_PRH_PRT_Onix_full_active_D20240208T185739_146352329-20240208.xml
Folder:
RandomHouse
List Price:
$31.00
Case Pack:
12
As low as:
$15.19
Shipping Origin:
Westminster, MD
Publisher Identifier:
P-RH
Discount Code:
A
Audience:
General/trade
Country of Origin:
United States

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