Matthew Dixon and Ted McKenna published a great sales book that can help sales and marketing teams address customer indecision. Combined with mining over 2 million recorded sales calls and studying human behavior, they provide prescriptive advice that you can complement whatever sales methodology you use today. Matthew Dixon was also author of popular book, The Challenger Sale.
In this episode we discuss:
-The JOLT method and how you can apply it
-The concept of the omission bias
-Common pitfalls of most salespeople
-Death by one thousand papercuts (eroding your trust) and more
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Check out the Jolt Effect website for more resources
Follow their work at DCM Insights
Watch the interview with them on YouTube and SUBSCRIBE!
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This episode is brought to you by Atla water system, in my opinion the best tasting water that is also healthy and alkaline. You can learn more about Atla here.
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