The JOLT Effect by Matthew Dixon and Ted McKenna Summary
Overview of The JOLT Effect
The JOLT Effect reveals why 40-60% of deals stall from customer indecision, not disinterest. Backed by 2.5 million sales conversations, this game-changer flips conventional wisdom: fear of wrong choices - not FOMO - drives purchasing decisions. Dan Heath calls it "fresh, evidence-based, and PRACTICAL."
Similar books to The JOLT Effect
通过作者的声音感受这本书
将知识转化为引人入胜、富含实例的见解
快速捕捉核心观点，高效学习
以有趣互动的方式享受这本书
核心要点
The Psychology Behind Stalled Sales: It's Not What You Think
When a sale stalls, conventional wisdom points to customer resistance to change. But groundbreaking research from Matthew Dixon and Ted McKenna reveals a surprising truth: the biggest obstacle isn't customers' love of the status quo-it's their fear of making the wrong decision. Analyzing millions of AI-processed sales conversations, they discovered that 56% of deals lost to "no decision" involve customers who actually want to change but simply can't pull the trigger. This insight has transformed how industry giants like Salesforce and Microsoft approach sales. The psychology is simple yet profound: humans fear errors of commission (making a wrong choice) far more than errors of omission (failing to act). Nobel Prize winners Kahneman and Tversky demonstrated we value avoiding losses 2-3 times more than securing equivalent gains. In sales terms? Customers would rather miss out on $10 million in benefits than actively make a decision that costs their company $10 million. The emotional calculus is clear: messing up feels worse than missing out.
Why Indecision Paralyzes Even Eager Buyers
How Traditional Sales Tactics Make Indecision Worse
The JOLT Method: A Revolutionary Approach to Closing Deals
From Seller to Buyer's Agent: Building Unshakable Trust
Creating Customer Loyalty Beyond the Signature
快速摘要模式 - 8分钟阅读或收听《The JOLT Effect》摘要
将《The JOLT Effect》的核心观点拆解为易于理解的要点，了解创新团队如何创造、协作和成长。
闪卡模式 - 《The JOLT Effect》精华：10条核心见解
将《The JOLT Effect》提炼为快速记忆要点，突出坦诚、团队合作和创造力的关键原则。
趣味模式 - 《The JOLT Effect》的启示 - 17分钟故事
通过生动的故事体验《The JOLT Effect》，将创新经验转化为令人难忘且可应用的精彩时刻。
个性化模式 - 0分钟阅读或收听《The JOLT Effect》摘要
随心提问，选择声音，共同创造真正与你产生共鸣的见解。
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
免费获取《The JOLT Effect》摘要的 PDF 或 EPUB 版本。可打印或随时离线阅读。