Ted McKenna: JOLT Effect and addressing the Challenge of Indecision
Make It Happen Mondays - B2B Sales Talk with John Barrows
Navigating Buyer Indecision
This chapter examines the psychological factors that contribute to consumer indecision during the purchasing process, including the tension between a desire for change and a tendency to resist it. It discusses strategies for sales professionals to address buyer hesitations by fostering trust and effective communication. The chapter also introduces the JOLT framework to enhance closing rates and emphasizes the importance of a collaborative approach to mitigate client fears.
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