What is the JOLT Effect?
— The JOLT Effect is a concept that high-performing salespeople use to overcome customer indecision by guiding them through the decision-making process, addressing their fears and concerns, and offering tailored solutions to build trust and increase sales success.
Why do salespeople lose a significant portion of their qualified pipeline to no decision?
— Salespeople lose 40-60% of their qualified pipeline to no decision because customers often disengage without informing the salesperson, leading to stalled deals and the need for sales managers to intervene.
How do high-performing salespeople handle the "cold feet moment" in the sales process?
— High-performing salespeople effectively handle the "cold feet moment" by addressing customers' fear of failure and indecision, making them feel confident in their decision, and providing expert guidance.
What are the sources of customer indecision?
— Choice overload and information overload are two sources of customer indecision, where customers are overwhelmed by too many options and worry that they haven't done enough research.
How can salespeople reduce risk and empower customers?
— Salespeople can reduce risk and empower customers by setting realistic expectations, starting with smaller transactions, offering professional services, and providing materials such as ROI calculators and customer testimonials to demonstrate the potential benefits of a product or service.
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