The JOLT Effect: How High Performers Overcome Customer Indecision

JOLT was written by Matthew Dixon, the best-selling co-author of The Challenger Sale. In JOLT, reveals the results of a recent exhaustive study of thousands of sales people across industries and geographies, showing that the traditional relationship building approach no longer drives results.

Dixon and his co-author McKenna report that the authoritative sales person, the Challenger, continues to drive outsized results today. Sales people must take and maintain control of the buyer's journey, providing guidance and support through the process. (Sound familiar, coaching clients?)

With the right tools, most sales people can successfully reframe their customers' expectations and deliver a distinctive buying experience that drives higher close rates, higher customer satisfaction and loyalty.

You can find the book here on Amazon.
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