Matt Dixon, renowned sales expert and author, shares insights on closing deals: customer indecision causes 40-60% of lost opportunities. The JOLT method tackles indecision, avoiding fear-based tactics. Practical examples from The Challenger Sale enhance sales processes

Today I’m joined by renowned author and guest, Matt Dixon. We explore the concepts from his groundbreaking book, "The JOLT Effect," and uncover the secrets to winning deals and captivating customers. Matt shares how extensive research debunked a myriad of popular sales techniques, including dialing up FOMO and letting the customer do the talking. We talk about how downplaying impact can actually boost your sales, no decision losses and why they happen, why you should avoid discounts and limited-time offers, and specific tactics to improve your first-call deck. Join us as we challenge conventional sales wisdom and offer fresh perspectives that will leave you questioning everything you thought you knew about successful sales strategies. — In This Episode, I Cover: (00:00) Welcome to the Positioning Show (00:15) About our guest Matt Dixon and his new book, The JOLT Effect (03:01) Behind the research for Matt’s book (8:00) Lessons on customer indecision (09:48) How dialing up FOMO increases the odds of losing the deal (12:27) Two reasons why no decision losses happen (15:58) The JOLT effect (19:46) Why your sales reps should offer specific recommendations (24:03) Why you should actually undersell the impact of your product (27:18) Debunking the myth that customers should do most of the talking (31:00) Discounts and limited-time offers (33:51) First-call deck recommendations (37:35) Matt’s company, DCM Insights, and how to get in touch — Where to Find Matt Dixon: Website: https://www.dixonspeaks.com/ LinkedIn: https://www.linkedin.com/in/matthewxdixon/ Twitter: https://twitter.com/matthewxdixon Instagram: https://www.instagram.com/matthewxdixon/ Where To Find April Dunford: Podcast Website: https://www.positioning.show/ Personal Website: https://www.aprildunford.com/ LinkedIn: https://www.linkedin.com/in/aprildunford/ Instagram: https://www.instagram.com/aprildunford/ Twitter: https://twitter.com/aprildunford — Referenced: • The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results: https://www.amazon.com/Challenger-Customer-Selling-Influencer-Multiply/dp/1591848156 • The JOLT Effect: How High Performers Overcome Customer Indecision: https://www.amazon.com/dp/0593538102 • Tethr: https://tethr.com/ • The Dreamforce Conference: https://www.salesforce.com/dreamforce/ • DCM Insights: https://www.dcminsights.com/ • The JOLT Effect website: https://www.jolteffect.com/ — Production and marketing by https://penname.co/

Matt Dixon and Ted McKenna are Co-Founders of DCM Insights and also Co-Authors of The Jolt Effect: How High Performers Overcome Customer Indecision. Even when a customer thinks your solution is great, they could still worry about messing up the purchase.Matt and Ted share their insights on the 3 things customers are afraid of messing up that lead to a no-decision. They also discuss the status quo being an influential factor in the whole process. The duo then share advice on limiting the overindulgence of customer information requests.HIGHLIGHT QUOTES"No decision" is the decision to stick with the status quo - Matt: "Challengers are actually very good at showing the customer the pain of same is actually worse than the pain of change. They're very good at breaking the hold that the status quo has on the customer and we know that hold is very powerful."Indecision is a very human problem and it isn't a new thing - Ted: "I think the question is how have we dealt with it. It existed in the mind of buyers but sellers more often than not would misinterpret that as always a status quo problem where we have one hammer and every problem is a nail that I'm just looking to keep going back to."Connect with Matt and Ted in the links below: Matt: https://www.linkedin.com/in/matthewxdixon/ Ted: https://www.linkedin.com/in/ted-mckenna/ Website: https://www.jolteffect.com/ The Jolt Effect Book  More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna About the Book: From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and the latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industries, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales. About the Author: Matt Dixon is one of the world’s leading experts on sales, customer service, and customer experience. He is a Founding Partner of DCM Insights, The Customer Understanding Lab. Prior to co-founding DCM Insights, he served as the Chief Product & Research Officer of Tethr, an AI venture in Austin, TX, that helps companies mine customer voice data for insights. And before that, he spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and as Group Leader of the sales, service, and customer experience practices of CEB, now Gartner. Matt is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience and is also a noted business writer. His first book, The Challenger Sale: Taking Control of the Customer Conversation, was a Wall Street Journal best seller, selling more than a million copies worldwide. He is also the co-author of the customer experience bestseller The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the follow-on book to The Challenger Sale titled The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Matt is also a frequent contributor to Harvard Business Review with more than 20 articles to date, including many that have appeared in HBR's "Top Ten Must Reads." And, interesting fact - he’s a huge New York Mets fan! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/jolt-effect-matt-dixon  

Join sales experts Matt Dixon, a bestselling author on sales strategies, Mark Cox, founder of In the Funnel Sales Coaching, and Richard Harris, a renowned sales consultant, as they revolutionize the way we approach selling. They discuss the importance of providing value over pitching products, advocate for adaptable sales strategies, and emphasize the power of asking open-ended questions. With insights on the evolving sales landscape and the significance of genuine client connections, this conversation inspires a shift towards customer-centric selling.