30 Minutes to President's Club | No-Nonsense Sales How To Move Indecisive Customers With The JOLT Effect
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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.
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Two Types of No Decision
- There are two types of "no decision" losses: status quo bias and indecision.
- Indecision is driven by fear of failure, not lack of interest.
FOMO vs. FOMO
- Classic sales tactics like emphasizing FOMO (fear of missing out) often backfire on indecisive customers.
- Address the FOMO (fear of messing up) by focusing on choice overload, information overload, and outcome uncertainty.
Shifting Sales Strategies
- Early in the sales process, focus on demonstrating value and the need for change.
- Later, shift to overcoming indecision and building trust.