Article · 9 min read

How to Overcome Customer Indecision Using the JOLT Effect Approach

Challenger Free Intermediate

The free summary that separates status quo bias from indecision and gives you the four moves for the second one, including taking risk off the table. Handy if you want the argument without buying the book first.

• Across 2.5 million recorded sales conversations, medium to high indecision showed up in 87 percent of deals.
• Win rates fell to 30 percent at medium indecision and just 6 percent at high indecision.
• 40 to 60 percent of lost deals are lost to indecision, not to a competitor.
• The instinctive fix backfires: 73 percent of reps re-emphasised status quo pain, and 84 percent of those moments made the loss more likely.