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"Matthew Dixon, coauthor of The Challenger Sale, offers a new approach to overcoming customer indecision and closing more sales. He and coauthor Ted McKenna apply research to the problem of customer indecision, and offer a new approach that turns the conventional wisdom on its head. Drawing on a new study of more than two and a half million sales conversations from across industry, they reveal that only by addressing the customer's fear of failure can a salesperson get indecisive buyers to go from verbally committing to actually making the purchase"-- Provided by publisher.650
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The Jolt Effect, Matthew Dixon
- Language
- Released
- 2022
- product-detail.submit-box.info.binding
- (Hardcover)
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- Title
- The Jolt Effect
- Language
- English
- Authors
- Matthew Dixon
- Released
- 2022
- Format
- Hardcover
- Pages
- 256
- ISBN10
- 0593538102
- ISBN13
- 9780593538104
- Series
- Rating
- 4.45 out of 5
- Description
- "Matthew Dixon, coauthor of The Challenger Sale, offers a new approach to overcoming customer indecision and closing more sales. He and coauthor Ted McKenna apply research to the problem of customer indecision, and offer a new approach that turns the conventional wisdom on its head. Drawing on a new study of more than two and a half million sales conversations from across industry, they reveal that only by addressing the customer's fear of failure can a salesperson get indecisive buyers to go from verbally committing to actually making the purchase"-- Provided by publisher.650