Matthew Dixon and Ted McKenna published a great sales book that can help sales and marketing teams address customer indecision. Combined with mining over 2 million recorded sales calls and studying human behavior, they provide prescriptive advice that you can complement whatever sales methodology you use today. Matthew Dixon was also author of popular book, The Challenger Sale.
In this episode we discuss:
-The JOLT method and how you can apply it
-The concept of the omission bias
-Common pitfalls of most salespeople
-Death by one thousand papercuts (eroding your trust) and more
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