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The surprising truth about what closes deals | Matt Dixon (author of The Jolt Effect)
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The Real Dealbreaker: Indecision
Matt Dixon reveals that most sales deals are lost not to competitors but due to indecision stemming from fear of failure. He emphasizes that the fear of messing up is more prevalent than the fear of missing out, which is a crucial insight for sales professionals.
"we collected 2 and2 million sales calls and studied them with a machine learning platform at scale the big Insight is that you're losing most of your sales deals not to competition but to indecision t..."
The Jolt Method Explained
Dixon introduces the Jolt Method, a strategy to combat indecision in sales. He outlines four key steps: judging the level of indecision, offering a recommendation, building trust, and taking risks off the table to help close deals effectively.
"indecision that indecision stems from their fear of failure dialing up the fomo backfires 87% of the time they're not afraid of missing out they're afraid of messing up you just talk about how to actu..."
Challenger Sale: A New Approach
Dixon discusses the Challenger Sale approach, which goes beyond understanding customer pain points. Instead, it focuses on revealing risks that customers may not be aware of, positioning the salesperson as a trusted advisor who can guide them through their decision-making process.
"off the table great segue to the Challenger sale which is basically this on steroids most sales people are trying to figure out what's keeping the customer up at night the Challenger approach is about..."