Podcast episode
How To Move Indecisive Customers With The JOLT Effect
30 Minutes to President's Club17 May 202458 min
Description
Top performers deal with buyer hesitancy just like everyone else. Their secret to driving deals forward? A simple framework for handling indecision. In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward… No matter where they are in your sales cycle. RESOURCES DISCUSSED Sign up for more live sessions like this one Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
0:000:00
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Because if someone chooses a competitor, they still make a choice. So if you look at 40 to 60% of the pipeline that you have right now, whatever quarter you're in is likely to be lost to no decision. The thing that has been traditionally talked about, the thing that I talk a lot about is like part of the time, 44% of the time, that's because “the buyer just decides that good is good enough.” their hand and they said, you know, we have a problem we want to solve. But along the way, over time, they just realized that it might still be a problem, but I'm okay tolerating it. That's kind of a preference for the status quo. What Matt and his team found after analyzing 2.5 million sales calls, this was not like Matt doing a study
the time and the place to do so. What we found is the best place to offer choice to your customer and options is at the trade show booth. Like when you're first interacting with the customer and on those first couple calls and when you're first showing the customer the solution, look, paint the art of the possible, “show them all the integration, show them all the partner, the partner ecosystem, show them” the different use cases. Let a thousand flowers bloom. Bloom. But as you move forward in the sale, if you want your customer to actually pick something, you've got to chalk the field and you have to narrow the consideration set. It's very clear that those customers who are presented with narrower choice sets are more likely to make a