{"product_id":"the-jolt-effect-how-high-performers-overcome-customer-indecision-hardcover","title":"The Jolt Effect: How High Performers Overcome Customer Indecision - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eMatthew Dixon\u003c\/b\u003e (Author), \u003cb\u003eTed McKenna\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003cb\u003eFrom the bestselling co-author of \u003ci\u003eThe Challenger Sale\u003c\/i\u003e, a paradigm-shattering approach to overcoming customer indecision and closing more sales\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003eIn 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 \u003ci\u003esucceeding\u003c\/i\u003e. What they really care about is \u003ci\u003enot failing.\u003c\/i\u003e\u003cbr\u003e \u003ci\u003e\u003cbr\u003e \u003c\/i\u003eFor years, sales expert Matthew Dixon has been busting longstanding business myths. Now in \u003ci\u003eThe JOLT Effect\u003c\/i\u003e, he and co-author Ted McKenna turn their trademark analysis and 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 industry, 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. \u003cp\u003e\u003c\/p\u003e Packed with robust data, counterintuitive insights, and practical guidance, \u003ci\u003eThe JOLT Effect\u003c\/i\u003e is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action--and close more sales.\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003cb\u003eMatthew Dixon\u003c\/b\u003e is the \u003ci\u003eWall Street Journal\u003c\/i\u003e bestselling author of three of the most important business books of the past decade: \u003ci\u003eThe Challenger Sale\u003c\/i\u003e, \u003ci\u003eThe Effortless Experience\u003c\/i\u003e and \u003ci\u003eThe Challenger Customer.\u003c\/i\u003e He is also a frequent contributor to \u003ci\u003eHarvard Business Review\u003c\/i\u003e on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cb\u003eTed McKenna\u003c\/b\u003e is an accomplished sales and customer experience researcher whose work has appeared in the pages of \u003ci\u003eHarvard Business Review.\u003c\/i\u003e He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, engage, retain, and grow customer relationships. Prior to co-founding DCMi, Ted has held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds, and CEB (now, Gartner). His most recent work focused on mining unstructured conversational data using advanced data science and leading AI\/ML tools to build models, scores, and behavioral frameworks. Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and jobs data. He is a sought-after speaker and advisor to sales and customer experience teams around the world.\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 256\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.1 x 9 x 6.1 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e September 20, 2022\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":51988269596973,"sku":"9780593538104","price":29.79,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0938\/3185\/6429\/files\/RSs5Zy82aFRuVnlHb01qdjBqNmVxZz09.webp?v=1776203491","url":"https:\/\/ishookbooks.com\/products\/the-jolt-effect-how-high-performers-overcome-customer-indecision-hardcover","provider":"iShook Books","version":"1.0","type":"link"}