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The Jolt Effect
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Download or read book The JOLT Effect written by Matthew Dixon and published by Penguin. This book was released on 2022-09-20 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.
Download or read book The JOLT Effect written by Matthew Dixon and published by Penguin. This book was released on 2022-09-20 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.
Book Synopsis The Effortless Experience by : Matthew Dixon
Download or read book The Effortless Experience written by Matthew Dixon and published by Penguin. This book was released on 2013-09-12 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver. The rewards are there for the taking, and the pathway to achieving them is now clearly marked.
Download or read book Jolt! written by James Billmaier and published by Advantage Media Group. This book was released on 2010 with total page 237 pages. Available in PDF, EPUB and Kindle. Book excerpt: The author explains why he believes the electric vehicle is going to rise to the top of the personal automobile market, discusses the benefits of electric cars, and considers the possible role of the electric vehicle in the transformation of the United States from an oil-based to an electric-powered economy.
Book Synopsis The Challenger Sale by : Matthew Dixon
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Book Synopsis The Challenger Customer by : Brent Adamson
Download or read book The Challenger Customer written by Brent Adamson and published by Portfolio. This book was released on 2015-09-08 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Book Synopsis Supreme Court Appellate Division- First Department Papers on Appeal by :
Download or read book Supreme Court Appellate Division- First Department Papers on Appeal written by and published by . This book was released on with total page 1074 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Accountability Effect by : Bassam Tarazi
Download or read book The Accountability Effect written by Bassam Tarazi and published by . This book was released on 2012-10-30 with total page 88 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Accountability Effect is the jolt that you need when you feel at the mercy of the world without knowing where to go or how to get there. By focusing on the word: who, author Bassam Tarazi, brings to life the notion of accountability and how that one word alone can unlock a truly fulfilled life.Everyone used to always ask us what we wanted to be when we grow up, but no one asked us who we wanted to be.The book is broken up into two parts. Part 1 looks at Who as the individual while Part 2 analyzes the Who around us. We are who we surround ourselves with so we better make sure we know who we are.
Book Synopsis Unleash Your Supernova by : Nova Lorraine
Download or read book Unleash Your Supernova written by Nova Lorraine and published by Simon and Schuster. This book was released on 2021-03-16 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost creativity and beat burnout with this go-to guide for creative entrepreneurs! Longevity is crucial for entrepreneurial success, and burnout is very real. Having a vision is the first step, but how do you follow it through to execution? How do you bring your dream to life while sustaining your creativity, enhancing productivity, and balancing your well-being? Creative entrepreneur Nova Lorraine discovered the keys to overcome burnout and bridge the gap between creativity and entrepreneurship—and wrote this book to help others do the same. From her first paper route, to launching a fashion brand, to now running a multimedia company, Nova has been on the road of entrepreneurship her whole life. In this go-to guide for creative entrepreneurs, she offers action steps to help you identify your inner strength, your supernova, and unleash it to achieve your dreams. Topics include: Identifying your creative DNA Five lessons a paper route can teach you Overcoming the challenges of entrepreneurship How to stay inspired as a creative entrepreneur And so much more! Whether you are thinking of pivoting to entrepreneurship or are already on the journey, this book is for you.
Download or read book Kraft written by Jonas Lüscher and published by Farrar, Straus and Giroux. This book was released on 2020-11-10 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: Jonas Lüscher, the author of Barbarian Spring—“a most humorous and convincing satire of the ridiculous excesses of those responsible for the financial crisis” (The New York Times Book Review)—returns to the topic of neoliberal arrogance in his Swiss Book Prize-winning, hilarious, and wicked novel about a man facing the ruins of his life, and his world. Richard Kraft, a German professor of rhetoric and aging Reaganite and Knight Rider fan, is unhappily married and badly in debt. He sees no way out of his rut until he is invited to participate in a competition to be held in California and sponsored by a Silicon Valley tycoon and “techno-optimist.” The contest is to answer a literal “million-dollar question”: each competitor must compose an eighteen-minute lecture on why our world is still, despite all evidence, the best of all possible worlds, and how we might improve it even further through technology. Entering into a surreal American landscape, Kraft soon finds what’s left of his life falling to pieces as he struggles to justify as “best” a planet in the hands of such blithe neoliberal cupidity as he encounters on his odyssey to California. Still, with the prize money in his pocket, perhaps Kraft could finally buy his way to a new life . . . But what contortions—physical and philosophical—will he have to subject himself to in order to claim it? Jonas Lüscher's second novel, Kraft, is a hilarious and wicked tale about a man facing the ruins of his life, and his world.
Download or read book The Iron Age written by and published by . This book was released on 1909 with total page 1484 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Science of Selling by : David Hoffeld
Download or read book The Science of Selling written by David Hoffeld and published by Penguin. This book was released on 2022-02-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Book Synopsis New York Court of Appeals. Records and Briefs. by : New York (State). Court of Appeals.
Download or read book New York Court of Appeals. Records and Briefs. written by New York (State). Court of Appeals. and published by . This book was released on 1917 with total page 1106 pages. Available in PDF, EPUB and Kindle. Book excerpt: Volume contains: 221 NY 495 (Bunnell v. Chapman) 221 NY 549 (Burtnett v. Erie R.R. Co.) 221 NY 560 (Casualty Co. of America v. U.S. Casualty Co.)
Download or read book Automobile Engineer written by and published by . This book was released on 1910 with total page 652 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Automobile Engineer written by and published by . This book was released on 1911 with total page 618 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :Max Schoen Publisher :London : K. Paul, Trench, Trubner ; New York : Harcourt, Brace ISBN 13 : Total Pages :312 pages Book Rating :4.:/5 (42 download)
Book Synopsis The Effects of Music by : Max Schoen
Download or read book The Effects of Music written by Max Schoen and published by London : K. Paul, Trench, Trubner ; New York : Harcourt, Brace. This book was released on 1927 with total page 312 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Transactions of the American Foundrymen's Society by : American Foundrymen's Society
Download or read book Transactions of the American Foundrymen's Society written by American Foundrymen's Society and published by . This book was released on 1911 with total page 432 pages. Available in PDF, EPUB and Kindle. Book excerpt: Vols. 5-6, 9- include the Proceedings of the annual meeting.
