Episode 11: How To (Nicely) Jolt Potential Customers Out Of Indecision

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This is a podcast episode titled, Episode 11: How To (Nicely) Jolt Potential Customers Out Of Indecision. The summary for this episode is: <p>Salespeople love investing six months of blood, sweat, and tears in a potential customer - only to lose the deal to a serious case of “no decision”… It’s right up there on their list somewhere between unmedicated root canals and nasty-upstairs-neighbor-induced insomnia.&nbsp;</p><p>&nbsp;</p><p>Here’s the good news: Customer indecisiveness is changeable. And we got to sit down for a chat with one of the world’s best experts on the subject.&nbsp;</p><p><br></p><p><a href="https://www.linkedin.com/in/matthewxdixon/" rel="noopener noreferrer" target="_blank"><strong>Matt Dixon</strong></a> is the Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and The JOLT Effect (coming out in September). He’s a frequent contributor to Harvard Business Review, Founding Partner at <a href="https://www.dcminsights.com/" rel="noopener noreferrer" target="_blank"><strong>DCM Insights</strong></a>, and our honored guest this week on RedRoute’s <a href="https://listen.casted.us/public/126/Spamming-Zero-50f3e248" rel="noopener noreferrer" target="_blank"><strong>Spamming Zero Podcast</strong></a>.</p><p>&nbsp;</p><p>What’s Covered?&nbsp;</p><p>-&nbsp; &nbsp; &nbsp; &nbsp; Top Trends Matt’s seeing right now in discussions with leaders&nbsp;</p><p>-&nbsp; &nbsp; &nbsp; &nbsp; His new book, The JOLT Effect&nbsp;</p><p>-&nbsp; &nbsp; &nbsp; &nbsp; What the best salespeople know (and do)&nbsp;</p><p>-&nbsp; &nbsp; &nbsp; &nbsp; Top 3 reasons customers become indecisive&nbsp;</p><p>-&nbsp; &nbsp; &nbsp; &nbsp; Best ways a salesperson can instill customer confidence</p><p>-&nbsp; &nbsp; &nbsp; &nbsp; Radically rethinking how salespeople are compensated</p><p>-&nbsp; &nbsp; &nbsp; &nbsp; Changing the world (yes, really)</p><p>-&nbsp; &nbsp; &nbsp; &nbsp; And more&nbsp;</p><p>&nbsp;&nbsp;</p><p><em>Ready for more fantastic Spamming Zero conversations ahead? Listen, rate, and subscribe on</em><a href="https://listen.casted.us/public/126/Spamming-Zero-50f3e248/1540dfdf" rel="noopener noreferrer" target="_blank"><em> </em><strong><em>Casted</em></strong></a><em>,</em><a href="https://podcasts.apple.com/us/podcast/episode-1-introduction-to-spamming-zero/id1626323789?i=1000564895366" rel="noopener noreferrer" target="_blank"><em> </em><strong><em>Apple Podcast</em></strong></a><em>, or</em><a href="https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5jYXN0ZWQudXMvMTI2L1NwYW1taW5nLVplcm8tNTBmM2UyNDgvZmVlZA" rel="noopener noreferrer" target="_blank"><em> </em><strong><em>Google podcasts</em></strong></a><em>. </em></p>

DESCRIPTION

Salespeople love investing six months of blood, sweat, and tears in a potential customer - only to lose the deal to a serious case of “no decision”… It’s right up there on their list somewhere between unmedicated root canals and nasty-upstairs-neighbor-induced insomnia. 

 

Here’s the good news: Customer indecisiveness is changeable. And we got to sit down for a chat with one of the world’s best experts on the subject. 


Matt Dixon is the Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and The JOLT Effect (coming out in September). He’s a frequent contributor to Harvard Business Review, Founding Partner at DCM Insights, and our honored guest this week on RedRoute’s Spamming Zero Podcast.

 

What’s Covered? 

-        Top Trends Matt’s seeing right now in discussions with leaders 

-        His new book, The JOLT Effect 

-        What the best salespeople know (and do) 

-        Top 3 reasons customers become indecisive 

-        Best ways a salesperson can instill customer confidence

-        Radically rethinking how salespeople are compensated

-        Changing the world (yes, really)

-        And more 

  

Ready for more fantastic Spamming Zero conversations ahead? Listen, rate, and subscribe on Casted, Apple Podcast, or Google podcasts.

Today's Host

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Brian Schiff

|CEO of Flip
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James Gilbert

|CMO of Flip

Today's Guests

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Matt Dixon

|Wall Street Journal bestselling co-author, Founding Partner at DCMi, Frequent contributor to Harvard Business Review
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