Show notes
The JOLT Effect: How High Performers Overcome Indecision by Matt Dixon [Sales Experience]What is one thing people might not know about you? 1:11.747 -1:58.230How far is a customer through the buying journey before ever making contact with a supplier? 3:21.990 - 4:54.5285:14.415 - 12:06.390 Status quo vs. IndecisionWhat can you do to prevent customers from spinning their wheels trying to become experts themselves? 12:43.150 - 18:42.136How to guide customers to make a good decision? 14:16.874 - 18:42.136 How does a salesperson position themselves as the trusted advisorWhat is the JOLT method? 19:01.498 - 22:57.454 Judge the Level of Indecision 19:36.678 -20:49.620Offer a Recommendation 20:49.620 -21:59.381Limiting the Exploration 21:59.381 - 22:14.249Taking the Risk off the table, 22:14.249 - 22:44.632 Why is “judging the indecision” the first and most crucial stepin the JOLT method? 23:11.071 -25:55.855JOLT hits a nerve to Traditional Sales People - 26:40.331- 28:41.479So how are sellers supposed to fight an enemy they’ve never been taught to recognize and never been equipped to defeat? 29:31.740 - 32:52.12733:22.047 - 34:20.772 Who is to blame for the company that doesn't have the confidence to move forward?What book or person in customer service or experience has influenced you the most in the past year? 34:39.375 - 36:13.467If you could leave a note to all customer service professionals, what would you say? 36:32.125 - 38:35.633ABOUT NICK GLIMSDAHLSubscribe to my weekly newsletterFind me on TwitterFind me on LinkedInLISTENER SUPPORTPurchase Nick’s books: Reasons NOT to Focus on Employee Experience: A Comprehensive GuideApparel: https://www.teepublic.com/user/press-1-for-nick Support this show through Buy Me A CoffeeBOOK RECOMMENDATIONS:Learn about all the guests book recommendations here: https://press1fornick.com/books/ BROUGHT TO YOU BY:VDS: They are a client-first consulting firm focused on strategy, business outcomes, and technology. They provide holistic consulting services to optimize your customer contact center, inspiring and designing transformational change to modernize and prepare your business for the future. Learn more: https://www.govds.com/ This podcast is under the umbrella of CX of M Radio: https://cxofm.org/Podcast-Shows/ SPONSORING OPPORTUNITIES:Interested in partnering with the Press 1 For Nick podcast? Click here: https://press1fornick.com/lets-talk/
