Guest: Matt Dixon - Sales Expert and Author. Matt is renowned for his groundbreaking research on sales effectiveness, including his bestseller "The Challenger Sale," which has sold over a million copies worldwide. His latest book, "The JOLT Effect," offers insights from analyzing 2.5 million sales conversations. Key Takeaways: Most sales are lost not to competition but to customer indecision, driven by fear of failure rather than fear of missing out. The JOLT method helps overcome indecision: Judge the level of indecision, Offer a recommendation, Limit exploration, and Take risk off the table. Build trust by being transparent about your product's limitations and demonstrate expertise to become a trusted advisor. Under-promise and over-deliver to manage customer expectations and ensure satisfaction. High-performing salespeople share the decision-making burden with customers, reducing their fear of making a wrong choice. Topics Covered: Overcoming customer indecision, The JOLT method, Fear of failure in sales, Building trust with customers, The Challenger Sale principles.
“You're losing most of your sales deals, not to competition, but to indecision.”
“They're not afraid of missing out, they're afraid of messing up.”
“Start with an insight they may not be aware of.”
