In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Matt Dixon, co-author of the JOLT Effect, to discuss why buyers stall out and end in no-decision, as well as what salespeople can do about it.
Dixon talks about the common use of Fear Of Missing Out (FOMO) playbooks in sales. He explains that these tactics are often taught to salespeople but can backfire more often than they work, especially when the customer has already expressed their dissatisfaction with the status quo.
Dixon explains that deals are often lost due to a customer's fear of failure or indecision, which is brought on by factors such as choice and information overload. He argues that the abundance of information and options can be overwhelming for customers and can lead to indecision and a fear of making the wrong choice. He then discusses an effective way to overcome this, the JOLT Effect.
Key Highlights include:
FOMO - 10:20
Cause of indecisiveness - 16:20
What is JOLT - 19:30
Tune in to this episode of the Art and Science of Complex Sales Podcast today! Interested in learning more about the JOLT effect? Check out our blog post.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.