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The JOLT Effect

লেখক / Author: Matthew Dixon, Ted McKenna

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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…

Publisher: Penguin

Pages: 272

Language: en

ISBN-13: 9780593538111

ISBN-10: 0593538110