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

Ted McKenna, co-author of "The JOLT Effect" and a renowned sales researcher featured in the Harvard Business Review, shares his insights on tackling buyer indecision. He explores how AI is reshaping decision-making processes in sales and highlights the psychological barriers buyers face, such as fear of mistakes. Emphasizing the importance of emotional engagement, Ted discusses strategies for sales professionals to foster trust and enhance communication. The conversation also covers adapting sales tactics for remote environments and the significance of personalization in today's dynamic market.