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Strategic Discipline Blog

Build a “JOLT Effect” Sales Force

Posted by Douglas A Wick on Mon, Apr 10, 2023

Indecision occurs at moderate to high levels on 87 percent of sales calls.

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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers

The Jolt Effect - Take risk off the table

Posted by Douglas A Wick on Mon, Apr 3, 2023

Buyer’s indecision is fear of not receiving the benefits expected from purchasing. Leaders don’t get fired for omission as often as for commission mistakes. Removing buyer indecision includes taking risk off the table.

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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Take Risk Off the Table

The Jolt Effect: Limit Exploration

Posted by Douglas A Wick on Mon, Mar 27, 2023

A challenging customer asks for more information. There’s a new competitor, a new benefit, or new technology to research before he/she makes their decision.

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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Sales - Limit Exploration

The Jolt Effect - Eliminate Choice – High Performers Make Recommendations

Posted by Douglas A Wick on Mon, Mar 20, 2023

Buyers have a lot of choices today. More choices don’t necessarily yield better outcomes or more satisfaction. In the Jolt Effect, the authors cite The Paradox of Choice: Why More Is Less, psychologist Barry Schwartz's research revealing the problems with too many options.

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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Sales Recommendations

How High Performers Judge Buyer Indecision

Posted by Douglas A Wick on Mon, Mar 13, 2023

Last blog, Buyer Indecision - Why Your Sales Closing Ratio is Declining, we shared why your sales conversions are declining caused not by “customer’s status quo,” but instead by Buyer Indecision.

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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers

Buyer Indecision - Why Your Sales Closing Ratio is Declining

Posted by Douglas A Wick on Mon, Mar 6, 2023

A problem well stated is half solved.

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Topics: Sales Process, Sales Training, Sales Indecision, The Jolt Effect, Sales - Customer Status Quo

Why Role-Playing Fails

Posted by Douglas A Wick on Mon, Mar 9, 2020

Start discussing role playing, and most people quickly feel an aversion to it.

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Topics: Employee Feedback, employee performance, Training, training and education, Sales Training, Role Play

Sales Advice from an Expert - Jack Daly Las Vegas Growth Summit

Posted by Douglas A Wick on Mon, Nov 17, 2014

How important is culture to your organization?   The Rockefeller Habits Four Decisions for Growth offers the outcome of The People Decision is a harmonious culture of accountability.

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Topics: Sales Process, People, People Decisions, Growth Summit, Sales Training, Systems & Process, Leverage

What Sales Winners Do Differently: Collaborate.

Posted by Douglas A Wick on Mon, Jun 10, 2013

Perhaps the most surprising results from the RAINGroup.com’s What Sales Winners Do Differently research were the top two things that winners do more often than second place finishers:

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Topics: Sales Process, Objective Management Group, Sales Training, Sales Evaluation, What Sales Winners Do Differently, RAINGroup.com, Sales Candidate Assessment

What Sales Winners Do Differently: Convince.

Posted by Douglas A Wick on Thu, Jun 6, 2013

Winners are more than twice as likely to create the perception that the overall value they offer is superior.  When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.

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Topics: Sales Process, Objective Management Group, Sales Training, What Sales Winners Do Differently, RAINGroup.com, Sales Discipline

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The Strategic Discipline Blog focuses on midsize business owners with a ravenous appetite to improve his or her leadership skills and business results.

Our 3 disciplines include:

- Priorities
- Metrics
- Meeting Rhythms

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