SS 2.0 - #62: The Jolt Effect in Social Selling with Special Guest Matt Dixon

Mastering Modern Selling

Get ready for some serious sales wisdom as Tom, Brandon and Carson sit down with Matt Dixon, the brilliant mind behind "The Challenger Sale" and "The Jolt Effect," to dissect the seismic shifts in B2B sales and the rise of social selling. This episode is a masterclass in overcoming the silent sales-killer: customer indecision. It's not just another pitch; it’s the unveiling of a groundbreaking approach that moves past fear, uncertainty, and doubt, to instead embrace strategies that challenge the norm.
Have you ever faced the frustration of a deal slipping through your fingers, not due to a competitor's edge, but because of your client's sudden cold feet? Our conversation with Matt dives into the psychological maze that traps customers in indecision, as we dissect the tactics that top sales performers use to guide clients through their inertia. We're pulling back the curtain on the sales process, sharing proven strategies to engage and lead clients from a standstill to the satisfaction of a sealed deal.
As we explore the varying landscapes of sales environments, Matt equip syou with the tools to cut through indecision, echoing back client concerns to illuminate their true needs. This conversation is more than just a discussion; it's a strategic playbook designed to empower you to transform indecision into action across any sales terrain. Join us for an episode that could redefine your sales approach and help you chart a course to success with the confidence of a seasoned navigator.

Don't miss out—your next big idea could be just one episode away!

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Chapters

1. Jolte Effect and Radical Candor in B2B Sales (00:00:00)

2. Customer Indecision in Sales Problem (00:09:50)

3. Cost of Inaction and Fear in Sales (00:21:38)

4. Probability, Indecision, and Selling Techniques (00:33:52)

5. Strategies for Overcoming Customer Indecision (00:41:58)