On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with Matt Dixon about how top performers overcome customer indecision. At the beginning of the pandemic, sales went entirely virtual overnight. Matt, and his team, studied 2.5 million recorded sales calls to answer the questions: what possesses a customer to go through an entire sales process and then not follow through, and what do the best salespeople do to avoid that happening to them? The answer is the JOLT effect.
What do most salespeople do when customers get cold feet?
Two reasons that the deal could be lost to no decision
How do you overcome customer indecisiveness? The JOLT effect
Resources
Sponsorship Offers
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Creating 2024 Sales Vision, Standard and Goals | Donald Kelly - 1740
Do A Negativity Fast This Year | Anthony Iannarino - 1739
Our Most Downloaded Episode in 2023! | Chris Beall - 1738
5 Ways To Start Conversations With Cold Prospects On Linkedin | Donald Kelly - 1737
3 Things Every Seller Must Do The Last Week of December | Donald Kelly - 1736
6 Sales Tips That Most Salespeople Don't Know | Phil Agnew - 1735
The Get To Know Me Post | Donald Kelly - 1734
Why Sellers Are Not Hitting Their Numbers | Gretchen Gordon - 1733
NO...The Psychology of Sales and Negotiations | Brian Will - 1732
5 Ways To Do Daily Outbound With LinkedIn | Donald Kelly - 1731
Cold Calling's Not Dead...It's Just Harder! | Gabe Lullo - 1730
Insight-Led Selling | Dr. Stephen G. Timme & Melody Astley - 1729
Google and Yahoo Changed The Game | Donald Kelly - 1728
The Snowball Effect For Building Sales Pipeline | Brian Liebel - 1727
What Prospects Want That Sellers Are Not Delivering | Donald Kelly - 1726
What Sales People REALLY Want! | Travis Ashby - 1725
7 Ways Salespeople Can Show Their Clients They Care | Donald Kelly - 1724
Mental Toughness For Sales | Matt Phillips - 1723
How to Show Up Authentically Every time | Carl Sajous - 1722
Being Picky With Whom You Add To Your Pipeline | Lawrence Wayne O'Connor - 1721
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
Organic Marketing Simplified: Master podcast marketing, fuel podcast growth, and make money podcasting!
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Tim Ferriss Show