登入
選單
返回
Google圖書搜尋
The JOLT Effect
Matthew Dixon
Ted McKenna
其他書名
How High Performers Overcome Customer Indecision
出版
Penguin
, 2022-09-20
主題
Business & Economics / Sales & Selling / General
Business & Economics / Consumer Behavior
Business & Economics / Customer Relations
ISBN
0593538110
9780593538111
URL
http://books.google.com.hk/books?id=67FVEAAAQBAJ&hl=&source=gbs_api
EBook
SAMPLE
註釋
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 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.