Decoding Sales Indecision with Matt Dixon -The Transaction - Ep # 10
WTF is FOMU and is why is it killing your deals?
In this insightful episode of The Transaction, Craig Rosenberg and Matt Amundson are joined by Matt Dixon, renowned author and sales expert, to delve into the complexities of sales indecision. Matt Dixon shares profound insights from his latest book, The Jolt Effect, and discusses the significant challenges salespeople face today. He breaks down his innovative strategies for overcoming customer indecision, offering practical advice on how to navigate the nuanced sales landscape. Tune in for a masterclass on modern sales techniques and learn how to convert hesitation into confident decision-making.
Takeaways
Salespeople must move beyond endless needs diagnosis and offer clear recommendations to guide customer decisions.
Establishing trust through transparency about product limitations can build credibility and reduce indecision.
High performers choreograph expert involvement to maintain their position as trusted advisors.
Quote of the Show
“If you want your customers to trust you as their expert, you have to be ruthlessly transparent about what you can and can't do.” - Matt Dixon
Connect with Matt Dixon
LinkedIn: https://www.linkedin.com/in/mattdixon/
The Jolt Effect: https://www.jolteffect.com/
Shoutouts
Pavilion: Pavilion Website
EPSTA: EPSTA Website
Brent Adamson: Sensemaking for Sales Article
Phrases Minted in this Episode
"The Smartness Arms Race"
"Ruthless Transparency"
Follow the Show
Craig’s LinkedIn: Craig Rosenberg
Matt’s LinkedIn: Matt Amundson
The Transaction on LinkedIn: The Transaction
The Transaction Website: The Transaction
Substack: The Transaction Substack
Sponsored Segment
Ringmaster Conversational Marketing - The Transaction is sponsored by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/
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Follow the Hosts
Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/
Matt’s LinkedIn: https://www.linkedin.com/in/matt-amundson-91657236/
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