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The JOLT Effect cover art

The JOLT Effect

By: Matthew Dixon, Ted McKenna
Narrated by: Matthew Dixon, Ted McKenna
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Summary

From the best-selling 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 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.

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.

* This audiobookincludes a downloadable PDF that contains charts, graphs and illustrations from the book.  

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.

©2022 Matthew Dixon, Ted McKenna (P)2022 Penguin Audio

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A future classic

Essential reading for any high performing sales professional (or those who aspire to be high performing). You will close more business after reading this book, whether you're already an experienced JOLT seller (without calling it that) or not.

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Insight into Sales!!

So obvious when you hear it played back with striking evidence. I ‘get’ challenger, but am uncomfortable with some of it’s approach - this addition makes absolute sense.

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This is a must read for any ambitious sales person or leader !!!

This is so on the money! Indecision is holding back so many sales. If you are a sales person or sales leader this is 100% going to inspire you. Like the challenger sale it’s totally researched logical and a learned behaviour as well as being present already in your top performers. When you see it it’s so obvious and will help you make more sales by dealing with indecision. Enjoy!

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Repetitive

The ideas are interesting and fairly novel, but there isn’t really enough to fill a book.

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