6/22/2023 0 Comments Ghostnote ik ai aiI was fortunate enough to speak with one of the authors, Matt Dixon, on the latest episode of "The Run Revenue Show."Īnd buy the book. That’s how you overcome indecisiveness.Īll of this is from “The Jolt Effect” – a must-read for sellers in 2023. Make your buyer comfortable and confident with downside protection. Take as much risk as you can off the table. □ Establishing out-clauses and risk-free early terminations in case things don’t go according to plan, mitigating reputational risk. □ Promoting engagements with professional services to ensure thorough implementation and assist with change management. □ Offering to start smaller with power users to prove out the use case to limit monetary risk. And they win 109% more, according to “The Jolt Effect.” The best sellers proactively find ways to mitigate these risks. As a buyer, it often feels easier to do nothing at all than to introduce something new. Way different story once I became a buyer. I didn’t understand the risks of buying software in my days as a seller. Trying to up your game? We’re doing a live Sales Tape Teardown at our Charge event on 6/6, featuring Kevin "KD" Dorsey, Wyatt Hill, and Lynn Powers. What a crew!! The best sellers truly understand what their customers need and offer up a smaller set of recommended options that best fit their needs. Some sellers think that “more is more.” Data shows that buyers prefer fewer vetted choices instead of more unvetted choices. They’re engaged, chiming in, and driving the conversation forward. 52% in losses, again, according to “The Jolt Effect.” Related to the above, they’re not just sitting back passively as their customer talks. “Absolutely.” … “Yeah, I hear what you’re saying.” … “Yup, makes sense.” … “That’s interesting.” … “Hmm… okay.” They’re actively listening and participating in what “The Jolt Effect” calls “cooperative overlapping.” This is when the listener starts talking along with the speaker, not to cut them off but rather to validate or show they’re engaged in what the other person is saying. 3 counterintuitive things the best reps are doing on calls:
0 Comments
Leave a Reply. |