Our guest this week is Matt Dixon, co-author of The Challenger Sale, The Challenger Customer and The Effortless Experience, Matt is a frequent contributor to Harvard Business Review and an experienced advisor to senior executives on sales, service and customer experience.

Matt and Ted McKenna have just written a new, must read, book for anyone interested in professional selling – “The JOLT Effect – how high performers overcome customer indecision”. It’s massively well researched as the result of listening to millions of sales calls analysed using 8300 unique factors.

Listen to this episode of the Sales Code Podcast to find out why:
customer indecision occurs.
doing nothing doesn’t mean the customer is happy with status quo.
too many questions and too much listening can actually hamper sales.
Professional sellers who talk more than they listen can still add value
FUD doesn’t help customers who are more afraid of messing up than missing out.

Listen to this episode to find out how to:

Judge the Indecision
Offer your recommendations
Limit the exploration and
Take risk off the table

And, close more sales!

Thank you, Matt for a great conversation about what elite sellers do.