The JOLT Effect
How High Performers Overcome Customer Indecision
Summary:
The book explores the challenges sales professionals face with customer indecision and provides strategies for overcoming it, emphasizing the importance of understanding customer psychology and decision-making processes. It offers practical advice and techniques for engaging customers effectively, helping them overcome their fears and doubts to make confident purchasing decisions.
Key points:
1. JOLT Technique: A strategy for salespeople to handle customer hesitation by justifying it, addressing objections, guiding decisions, and timing their approach.
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