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Podcast episode about customer indecision

Encore: Why Sales Stall and How to Fight Back with Author of The Jolt Effect

December 28, 2023
Zed Williamson

It wasn’t long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How HighPerformers Overcome Customer Indecision joined us to talk about customer indecision.

And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections.

Tune in for more on:

  • Overcoming customer indecision
  • Two playbooks for overcoming status quo
  • How to get comfortable making recommendations
  • Making customers feel like they’re not alone in the decision-making process
  • Radical candor as a double-edged sword


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