Lenny's Podcast: Product | Growth | Career cover image

The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)

Lenny's Podcast: Product | Growth | Career

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Intro

This chapter explores critical findings on the role of indecision in sales conversations and presents the 'JOLT' method to help identify and address customer hesitance. It also links these insights to the 'Challenger Sale' framework, showing how effective salespeople can reshape customer perspectives for better results.

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