32 min listen
1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna
1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna
ratings:
Length:
52 minutes
Released:
Jan 31, 2023
Format:
Podcast episode
Description
Matt Dixon and Ted McKenna are Co-Founders of DCM Insights and also Co-Authors of The Jolt Effect: How High Performers Overcome Customer Indecision. Even when a customer thinks your solution is great, they could still worry about messing up the purchase.
Matt and Ted share their insights on the 3 things customers are afraid of messing up that lead to a no-decision. They also discuss the status quo being an influential factor in the whole process. The duo then share advice on limiting the overindulgence of customer information requests.
HIGHLIGHT QUOTES
"No decision" is the decision to stick with the status quo - Matt: "Challengers are actually very good at showing the customer the pain of same is actually worse than the pain of change. They're very good at breaking the hold that the status quo has on the customer and we know that hold is very powerful."
Indecision is a very human problem and it isn't a new thing - Ted: "I think the question is how have we dealt with it. It existed in the mind of buyers but sellers more often than not would misinterpret that as always a status quo problem where we have one hammer and every problem is a nail that I'm just looking to keep going back to."
Connect with Matt and Ted in the links below:
Matt: https://www.linkedin.com/in/matthewxdixon/
Ted: https://www.linkedin.com/in/ted-mckenna/
Website: https://www.jolteffect.com/
The Jolt Effect Book
More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com
Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com
Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com
Explore the Revenue.io Podcast Universe:
Sales Enablement Podcast
Selling with Purpose Podcast
RevOps Podcast
Matt and Ted share their insights on the 3 things customers are afraid of messing up that lead to a no-decision. They also discuss the status quo being an influential factor in the whole process. The duo then share advice on limiting the overindulgence of customer information requests.
HIGHLIGHT QUOTES
"No decision" is the decision to stick with the status quo - Matt: "Challengers are actually very good at showing the customer the pain of same is actually worse than the pain of change. They're very good at breaking the hold that the status quo has on the customer and we know that hold is very powerful."
Indecision is a very human problem and it isn't a new thing - Ted: "I think the question is how have we dealt with it. It existed in the mind of buyers but sellers more often than not would misinterpret that as always a status quo problem where we have one hammer and every problem is a nail that I'm just looking to keep going back to."
Connect with Matt and Ted in the links below:
Matt: https://www.linkedin.com/in/matthewxdixon/
Ted: https://www.linkedin.com/in/ted-mckenna/
Website: https://www.jolteffect.com/
The Jolt Effect Book
More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com
Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com
Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com
Explore the Revenue.io Podcast Universe:
Sales Enablement Podcast
Selling with Purpose Podcast
RevOps Podcast
Released:
Jan 31, 2023
Format:
Podcast episode
Titles in the series (100)
Episode 19: Why Aren't There More Women in Sales? w/ Lori Richardson: In this episode, Lori Richardson (the founder and CEO of Score More Sales, a sales training firm, and President of Women Sales Pros) shares her own journey as a single mother through the ranks of the sales profession, overcoming the numerous obstacles placed in her way to become the founder and CEO of her own sales training company. by Sales Strategy & Enablement by Revenue.io