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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

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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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