On-Demand Webinar: A Challenger’s Guide to Customer Indecision

If you’re familiar with Challenger, you’ve already seen the powerful impact learning to Teach, Tailor, and Take Control has on prospects.

But what happens when the buyer falters at the finish line? Powerful new research, published in “The JOLT Effect,” revealed that 40-60% of all lost deals end in “no decision.” This head-spinning insight helps explain why you’re consistently frustrated by buyers who, despite acknowledging the pain of the status quo, choose doing nothing over making a purchase.

Fortunately, JOLT research also revealed how salespeople avoid losing to “no decision.” Challenger-trained sellers are already primed to disrupt the status quo. To sell effectively in 2023, they must also harness these insights to change their behavior as more buyers get cold feet about purchasing.

Challenger training can prepare your team to overcome indecision by flowing seamlessly through the Challenger skills and into the JOLT Effect approach. To explore how, watch this exclusive webinar recording with author Matt Dixon (“The Challenger Sale,” “The Challenger Customer,” “The Effortless Experience,” and “The JOLT Effect”) to learn how to help your teams overcome indecision and propel deals toward close, even in today’s economy.

Tune in to hear:

  • How The Challenger Sale author Matt thinks the JOLT approach applies to 2023 and beyond
  • The question you must train your sellers to ask when a customer starts to get cold feet (hint: it’s one that 70% of them aren’t using)
  • The ideal way successful sellers are combining Challenger skills with the JOLT approach to overcome indecision

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