As sales reps and managers most of what we know to advance our deals is the need to overcome or defeat status quo. When we start seeing gaps in communication with our prospects, deal momentum started to slow down, we dial up FOMO. Reignite the burning platform, the shiny features we showed them in our demo, the 10% end of quarter discount. Sprinkled with a little bit of fear to remind them there is a better way, lets move them away from current state, “the pain of same"

When the deal still doesn’t advance, we scratch our head as this is all we knew.

Fast forward to the release of @Matt Dixon and @TEdMckenna book The Jolt Effect and Voila there is another hurdle we have to overcome, oh and it’s bigger than status quo!

Nearly 60% of deals end in no activity due to indecision. Even though they have articulated they want to move forward, with you, status quo is no longer an option the deal stalls.

 Tune in to my conversation with the amazing Matt Dixon where he shares what we should do in these instances to dial down the FOMU, fear of messing up and help our buyers feel more confident in their decision making.

"Matt has held executive leadership positions in product, research and consulting for many global organizations.  An accomplished business researcher, he is a sought-after advisor to corporate leadership teams around the world on topics ranging from sales and marketing effectiveness to customer experience and customer service strategy. Matt is the author of three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience, and The Challenger Customer.  His latest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was co-authored with Ted McKenna was released in September 2022."(Bio via  https://www.jolteffect.com)

Matt Dixon Shownotes00:49 Introduction02:47 Introducing Matt Dixon03:54 Introducing K2 Sales Academy04:23 The Jolt Effect09:12 Status Quo & Cold Feet12:48 Three Fears of Failure & FOMO21:48 Omission Bias34:08 JOLT - The Four Behaviors46:22 Labelling58:53 Own Your Expertise66:09 Get In Touch With Matt!
Get In Touch With Matt!LinkedIn: https://www.linkedin.com/in/matthewxdixon/The Jolt Effect: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102Jolt Effect Website: https://www.jolteffect.com

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