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30 Minutes to President's Club | No-Nonsense Sales
How To Move Indecisive Customers With The JOLT Effect
May 17, 2024
Sales experts Matt Dixon and Jen Allen-Knuth discuss the JOLT effect framework for handling buyer indecision. They explore challenges of addressing indecision in sales, tactics for overcoming objections, and tips for navigating customer risk. The podcast offers strategic sales techniques, networking advice on LinkedIn, and resources to move indecisive customers forward.
58:03
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Quick takeaways
- Analyze customer indecision factors like personality and context to tailor sales strategies effectively.
- Address customer indecision within buying committees to ensure alignment and facilitate decision-making processes.
Deep dives
Understanding Levels of Indecision in Customers
Recognizing that around 87% of customers experience indecision, sellers should analyze the different dimensions and drivers of indecision in customers. Identifying factors such as personality types, purchase scenarios, and contextual influences can help assess the level of indecision and tailor strategies accordingly.
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Discover
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