Encore: Why Sales Stall and How to Fight Back with Author of The Jolt Effect
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
Get top advice delivered right to your inbox or mobile phone
Join the Medical Sales Accelerator List! We'll send you an email and/or text each week with a direct link to the newest episode, along with exclusive resources, proven tips, and industry updates!