227. Keys to Overcoming Customer Indecision w/ Matt Dixon

“While the customer’s preference for the status quo is, no doubt, a significant obstacle<br />that every salesperson must overcome if they wish to sell anything,<br />there is a second, more challenging obstacle that remains even after the status quo has been defeated: the customer’s own inability to make a decision.”<br />That quote is pulled from the introduction to The JOLT Effect: How High Performers Overcome Customer Indecision (linked below). It's an exceptional new book co-authored by today’s guest, Matt Dixon - Founding Partner at DCM Insights.<br />This episode covers:<br />Where does customer indecision come from?<br />What are the causes, consequences and outcomes of customer indecision?<br />Why it’s important to focus in on customer needs<br />What is the Jolt Effect?      <br /><br /><br />More information about Matt and today’s topics:<br />LinkedIn Profile: <a href="https://www.linkedin.com/in/matthewxdixon/" rel="noopener">https://www.linkedin.com/in/matthewxdixon/</a><br />Company Website: <a href="https://www.dcminsights.com/" rel="noopener">https://www.dcminsights.com/</a><br />Other Relevant Links: The Jolt Effect Amazon Link – <a href="https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp" rel="noopener">https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp</a>/B09NX3G2WX  <br /><br /><br />Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.