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Ted McKenna
The Jolt Effect
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4724780The Jolt Effecthttps://www.gandhi.com.mx/the-jolt-effect-9780593613276/phttps://gandhi.vtexassets.com/arquivos/ids/4197132/image.jpg?v=638446488620730000359359MXNPenguin Random House Audio Publishing GroupInStock/Audiolibros/<p><strong>From the bestselling co-author of <em>The Challenger Sale</em>, a paradigm-shattering approach to overcoming customer indecision and closing more sales</strong></p><p>In sales, the worst thing you can hear from a customer isnt no. Its I need to think about it. When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about <em>succeeding</em>. What they really care about is <em>not failing.</em></p><p>For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in <em>The JOLT Effect</em>, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecisionand offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers dont: only by addressing the customers fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.</p><p>Packed with robust data, counterintuitive insights, and practical guidance, <em>The JOLT Effect</em> is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and actionand close more sales.</p><p><strong> This audiobookincludes a downloadable PDF that contains charts, graphs and illustrations from the book.</strong></p>...4444154The Jolt Effect359359https://www.gandhi.com.mx/the-jolt-effect-9780593613276/phttps://gandhi.vtexassets.com/arquivos/ids/4197132/image.jpg?v=638446488620730000InStockMXN99999DIAudiolibro20229780593613276_W3siaWQiOiJlY2ZhODVhZC00Y2M2LTQyMjItYjM0MC0zMTk5ODM4M2E0NzciLCJsaXN0UHJpY2UiOjM1MCwiZGlzY291bnQiOjAsInNlbGxpbmdQcmljZSI6MzUwLCJpbmNsdWRlc1RheCI6dHJ1ZSwicHJpY2VUeXBlIjoiV2hvbGVzYWxlIiwiY3VycmVuY3kiOiJNWE4iLCJmcm9tIjoiMjAyNC0xMi0wMVQwMDowMDowMFoiLCJyZWdpb24iOiJNWCIsImlzUHJlb3JkZXIiOmZhbHNlLCJpc0VsaWdpYmxlRm9yQ3JlZGl0VHJpYWwiOnRydWUsImNyZWRpdFB1cmNoYXNlUHJpY2UiOjF9XQ==9780593613276_<p><strong>From the bestselling co-author of <em>The Challenger Sale</em>, a paradigm-shattering approach to overcoming customer indecision and closing more sales</strong></p><p>In sales, the worst thing you can hear from a customer isnt no. Its I need to think about it. When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about <em>succeeding</em>. What they really care about is <em>not failing.</em></p><p>For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in <em>The JOLT Effect</em>, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecisionand offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers dont: only by addressing the customers fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.</p><p>Packed with robust data, counterintuitive insights, and practical guidance, <em>The JOLT Effect</em> is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and actionand close more sales.</p><p><strong> This audiobookincludes a downloadable PDF that contains charts, graphs and illustrations from the book.</strong></p>...9780593613276_Penguin Random House Audio Publishing Groupaudiolibro_9780593613276_9780593613276Ted McKennaInglésMéxicoNoMINUTE2022-09-20T00:00:00+00:00Penguin Random House Audio Publishing Group