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.
How I Use LinkedIn to Shatter My Sales Numbers | Richard Smith - 1658
Three Prospecting Strategies We Adopted Coming Into 2023 | Donald Kelly - 1657
We Need to Cut Cost: The #1 Thing on Your Buyer's Mind Right Now | Mark Raffan - 1656
Setting Boundaries During The Sales Cycle By Knowing When to Say No | Craig Colby - 1655
The Business Development Assembly Line Sales Strategy | Andy Buyting - 1654
Stop Wasting Time Chasing Accounts, Focus on Buyers Instead | Joe McNeill - 1653
Five Things You Must Do to Have an Effective Weekly Planning Session | Donald Kelly - 1652
How To Achieve Sales Success Using This Story Framework | Andie Jewett - 1651
Boost Your Close Rate By Selling To Your "Moose" | Kay Miller - 1650
Here's How Our Team Consistently Shattered Our Multibillion Quota | Helen Fanucci - 1649
Mindset and The Way You Think - Why You Don't Have to Work So Hard for Sales | Natasha Ho - 1648
How to Start Meaningful Conversations That Lead to Appointments | Donald Kelly - 1647
My Number One Strategy to Book More Appointments In 2023! | Donald Kelly - 1646
Secrets I Have Learned From Interviewing Consultants and Sales Leaders | Derrick Williams - 1645
How I Utilize Personalized Video to Build a Community and Generate Leads | Jarrod Best-Mitchell - 1644
My Journey From Being An Athlete to Professional Selling | Michael Schill - 1643
Top Strategies to Build Your Confidence in Sales | Wesleyne Whittaker-Greer - 1642
How I've Found Success In Tech Sales | Shirelle Francis - 1641
How To Achieve Success In Sales | Donald Kelly - 1640
Everyone Is a Seller Headed Into This Fiscal Year! | Ted Blosser - 1639
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
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