Understand What Really Stops Customers Buying
Once a customer has decided they want your solution, their focus shifts. They’re no longer asking, “How much will I gain?” They’re asking, “What if I make the wrong decision?”
That fear of failure can turn genuine buying intent into hesitation, delay and, ultimately, no decision.
The JOLT Effect reveals how high-performing salespeople tackle this challenge differently. Rather than pushing customers harder, they help reduce uncertainty, build confidence and make it easier for hesitant buyers to take action.
Backed by 2.5 Million Sales Conversations
Dixon and McKenna draw on a first-of-its-kind analysis of more than 2.5 million sales conversations across multiple industries, uncovering the behaviours that distinguish top-performing salespeople from the rest.
The result is a practical, evidence-based framework for closing the gap between “I want to buy” and “I’m ready to buy.”
Why Sales Professionals Should Read The JOLT Effect
This book will help salespeople and sales leaders:
- Understand the real psychology behind customer indecision
- Recognise when a customer is genuinely ready to buy
- Identify and address fear of making the wrong decision
- Avoid sales tactics that can increase buyer hesitation
- Build greater confidence in the buying process
- Turn stalled opportunities into action
- Improve conversion rates and close more sales
A New Approach to Closing Sales
The JOLT Effect challenges some of the most deeply held assumptions about selling. Instead of simply giving customers more reasons to buy, it shows you how to remove the reasons they’re afraid to make a decision.
For sales professionals, sales managers and business leaders looking for a smarter way to overcome “no decision”, this is an essential addition to the sales toolkit.
Stop pushing hesitant customers. Start helping them decide.
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Via Amazon |
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Matthew Dixon and Ted McKenna |
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