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Advertising and marketing Podcast with Matt Dixon
On this episode of the Duct Tape Advertising and marketing Podcast, I interview Matt Dixon. Matt is a founding companion of DCM Insights, the Buyer Insights Lab. He’s additionally a frequent contributor to the Harvard Enterprise Evaluate with over 20 print and on-line articles to his credit score. His first guide, The Challenger Sale, has bought over one million copies worldwide and was a #1 bestseller on Amazon and the Wall Road Journal. He has a brand new guide popping out in September 2022: The JOLT Impact: How Excessive Performers Overcome Buyer Indecision.
Predominant level:
In gross sales, the worst factor you’ll be able to hear from a buyer is just not “no.” It is “I want to consider it.” Conventional gross sales recommendation tells you to double your efforts to promote a purchaser all of the methods they may win in the event that they select you and what you are promoting. It seems that what as soon as sounded tried and true would not work so nicely immediately.
On this episode, DCM Insights founder and bestselling writer Matt Dixon joins me to speak concerning the rising drawback of buyer procrastination and a brand new strategy that turns typical knowledge on its head. After in depth analysis and hundreds of thousands of conversations with high-performing gross sales reps, Matt found that solely by addressing the client’s concern of failure can he take hesitant consumers from verbally committing to pulling the set off. We dove into ideas from his playbook that may assist any salesperson or gross sales chief who desires to bridge the hole between buyer intent and motion, and shut extra gross sales.
Questions I ask Matt Dixon:
- [1:44] Are you able to discuss a bit concerning the analysis you probably did to arrange for the JOLT impact?
- [4:18] Why is procrastination such an necessary gross sales problem?
- [5:44] His analysis means that the outdated methods of coping with procrastination is probably not the most efficient strategy. Are you able to speak about that concept?
- [9:02] Does indecision sound very like the established order?
- [11:38] Would you say that a part of overcoming procrastination is determining find out how to cut back your concern of shopping for?
- [15:03] Do you run the danger of the cliché judgment being closed at this step?
- [16:59] Are you advocating narrowing down choices for shoppers and never main with all of the bells and whistles and prospects?
- [20:03] We’ve labored on the preliminary half of the JOLT methodology. Are you able to unpack the LT from that acronym?
- [22:26] Does the T in JOLT provide prospects a security web or is it some form of final resort?
- [25:20] The place can folks study extra about you and your work and get a duplicate of your new guide?
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This episode of the Duct Tape Advertising and marketing Podcast is dropped at you by the HubSpot Podcast Community and Semrush.
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