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The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon, Ted McKenna — Free eBook

• Page: 256
• Format: pdf / epub / kindle
• ISBN: 9780593538104
• Publisher: Penguin Publishing Group

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Overview From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “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...