Podcasts Business Negotiations Ninja Podcast The Root of Customer Indecision per Matt Dixon, Ep #369

The Root of Customer Indecision per Matt Dixon, Ep #369

Published: June 19, 2023, 9 a.m.

Why do customers decide not to do something? How can you overcome customer indecision? How do you move someone past \u201cmaybe\u201d and \u201cI\u2019ll think about it\u201d to saying \u201cno,\u201d or\u2014even better\u2014saying \u201cyes?\u201d\xa0

Matt Dixon and his team studied 2.5 million recorded sales conversations. They found that 40\u201360% of all opportunities are lost to\xa0no decision. And these are opportunities where the customer goes through the entire sales process, which can take weeks, months, or sometimes years. Why does this happen?

Matt shares his research on the matter\u2014and what you can do to overcome indecision\u2014in this episode of Negotiations Ninja. Check it out!\xa0

Outline of This Episode
  • [1:40] Learn more about Matt Dixon\xa0
  • [2:47] Why is indecision part of the equation?
  • [7:45] The two root causes of no-decision losses
  • [11:50] Don\u2019t ignore the status quo but\u2026
  • [13:07] When indecision rears its ugly head
  • [15:49] How to combat indecision
  • [19:25] Put your money where your mouth is
  • [24:16] The JOLT method to overcome indecision
Resources & People Mentioned Connect with Matt Dixon Connect With Mark

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