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Halifax Public Libraries
Item Information
Table of Contents
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More by this author
Dixon, Matthew, 1972-
Subjects
Consumer behavior.
Decision making.
Customer relations.
Selling.
Browse Catalog
by author:
Dixon, Matthew, 1972-
by title:
The JOLT effect : ho...
by call number:
658.8342 D621j
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Dixon, Matthew, 1972-
Consumer behavior.
Decision making.
Customer relations.
Selling.
MARC Display
The
JOLT
effect
:
how
high
performers
overcome
customer
indecision
/ Matthew Dixon and Ted McKenna.
by
Dixon, Matthew, 1972-
Portfolio/Penguin, 2022.
Call #:
658.8342 D621j
Subjects
Consumer behavior.
Decision making.
Customer
relations.
Selling.
ISBN:
9780593538104 (hc)
Description:
xx, 231 p. : ill. ; 23 cm.
Bibliography:
Includes bibliographical references and index.
Summary:
"From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming
customer
indecision
and closing more sales. In sales, the worst thing you can hear from a
customer
isn't 'no.' It's 'I need to think about it.' When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The
JOLT
Effect
, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of
customer
indecision
-- and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don't: only by addressing the
customer
's fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The
JOLT
Effect
is the playbook for any salesperson or sales leader who wants to close the gap between
customer
intent and action -- and close more sales."--Publisher.
Other authors:
McKenna, Ted (Business consultant)
Holds:
1
Copy/Holding information
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