1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna

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

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.