Indecision
How to stop losing customers to indecision
Hey there friends-
I was talking to our leadership team this week about a common enemy we all have in sales.
It crosses industries, solutions, and sales teams. Our common enemy in sales is often indecision.
As I point out below - FOMU (Fear of Messing Up) is greater these days than FOMO (Fear of Missing Out).
So how do we help customers move forward instead of sitting idle? Read on this week.
In this week’s edition of Stretch Weekly -
Matt Dixon shares how we can make sure to stop losing sales to customer indecision.
And don’t miss more snippets on losing prospective customers to idle indecision.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Stop Losing Sales to Customer Indecision
You know I’m a big fan of Matt Dixon and have talked about his previous books (Challenger Sale, Challenger Customer) as well as his latest book JOLT - before.
This article gives us a bit more insight into what we can read about in his JOLT. Specifically how to stop losing sales to customer indecision. Check it out in its entirety, but thought I’d share a few of solid quotes from the article:
Anywhere between 40% and 60% of deals today end up lost to customers who express their intent to purchase, but ultimately fail to act
56% of “no decision” losses were a function of customer indecision as compared with 44% that stemmed from the customer’s preference for the status quo (FOMU > FOMO)
87% of sales opportunities contain either moderate or high levels of customer indecision. And it is toxic: as indecision increases, win rates plummet.
Read the full article here - including the JOLT formula (Judge the level of customer indecision, offer their recommendation, limit the exploration, take risk off the table
STRETCH SNIPPETS
Your number one competitor? Indecision. Best-selling author of The Challenger Sale, Matt Dixon, shares his groundbreaking recent research on the indecision epidemic that’s sweeping the world and impacting your bottom line. [PODCAST HERE]
Tired of seeing your deals stall in “no decision”? Chris Orlob gives us 5 Tips to help sell through a stingy economy.
Sahil Mansuri says the creating urgency is a lost art. You can create goodwill by going above and beyond to build a relationship with the prospect, invest in them, and then see how they reciprocate.
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
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