From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales\nIn sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.\nFor years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.\nPacked with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.

The JOLT Effect: How High Performers Overcome Customer Indecision

Business & Money

Dixon, Matthew

McKenna, Ted

Marketing & Sales

Portfolio

This glossary with more than 1,000 terms and definitions provides a common ground for effective communication. It is an essential reference for all reliability professionals, process engineers, plant operators, and repair and maintenance personnel. When unclear communication occurs in the process industry, the problems that result can be expensive - costly downtime and equipment failure. Here's where the Glossary of Reliability and Maintenance Terms can eliminate much of this frustration and cost. Now, you, your staff, vendors, contract employees, and consultants can quickly refer to this glossary's more than 1,000 terms and definitions. This helpful dictionary provides a common ground for effective communication. It is an essential reference for all reliability professionals, process engineers, plant operators, and repair and maintenance personnel.

Glossary of Reliability and Maintenance Terms

Oliverson, Ray

Management & Leadership

Gulf Professional Publishing

When Alex Harvey died in 1982 he left behind a legacy and a passion which survives to this day - truly cult status. The Sensational Alex Harvey Band were the biggest-grossing mid-70s live act in the Uk; they released eight critically-acclaimed albums in their five years together; and they inspired many of the top names in pop entertainment over the last 30 years. Sahb Story covers the members' early years and provides a blow-by-blow account of the years 1972-77, illustrated with personal anecdotes and unseen photographs. The revised edition completes the story to date with the reunion that began in 2002 featuring Billy Rankin, leading to acclaimed tours and festival shows with 'Mad' Max Maxwell at the helm. Joe Elliott of Dep Leppard, a long-time fan, has contributed a passionate and heartfelt foreword. This is the only authorised biography of the band, written with the cooperation of Zal Cleminson, Chris Glen, Hugh McKenna and Ted McKenna.

SAHB Story

Elliott, Joe

McKenna, Hugh

Kielty, Martin

Cleminson, Zal

Glen, Chris

Humor & Entertainment

lulu.com

See the best price to sell, buy, or rent books by McKenna, Ted. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by McKenna, Ted