Matt Dixon: recommendation

Transcript context

…... it's not delivering what we thought. Amazing. Okay. Any last piece of wisdom to leave listeners with around The JOLT Effect before we move on to The Challenger Sale? The only thing I would suggest is that for anybody, I mean, I think just do it is this, is that you should hit the pause button when the customer, because the customers, we all know, are going to get cold feet, often late stage, and it can be very frustrating. The knee jerk reaction for almost every salesperson out there, this happened in our analysis, 75% of salespeople we studied, would immediately go out to dialing up the FOMO. Go back to doing that. You're not going to get these benefits. You're going to be stuck in this terrible state of affairs you're in right now. Dial up the cost of inaction, or let's try to use some price base or other delivery window-based urgency driver to get the customer to move forward. But just remember that if the customer's already convinced that the status quo is suboptimal, and you've already got the intent that basically again, you're using fear on top of a customer, selling into a customer who's already afraid and you're actually making it worse. Hitting the pause button and just reflecting a little bit on what's really going on here. Is it that they're indifferent or is it that they're indecisive? Those are actually two very different things. Amazing. I know you have a meeting in 10 minutes, so this is going to be the most action-packed, high-density podcast episode we've done. We've got 10 minutes talk about Challenger Sale.…

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