4min chapter

Positioning with April Dunford cover image

Overcoming Customer Indecision and Challenging Conventional Sales Wisdom with Matt Dixon

Positioning with April Dunford

CHAPTER

How to Overcome Customer Indifference in Sales

Top performers have a set of four techniques which we package into an acronym called the Jolt Effect. Judge the level of indecision, offer your recommendation, limit the exploration, and take risk off the table. The first one is to win the battle of overcoming customer indifference. It's about beating the status quo, showing them the pain of same,. getting them to move forward, dialing up the FOMO.

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