Stop losing more than half your deals to “no decision”

Equip your sellers with the JOLT Effect playbook, a complementary extension of Challenger selling that breaks down the skills and tactics to overcome customer indecision.

Request information about Challenger’s new hands-on workshop and start your journey towards higher win rates and less deals lost to “no decision.”

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Why do customers choose to do nothing after going through an entire sales process and showing intent to buy?

If your first thought is that the seller didn’t effectively disrupt the status quo, then you would be right… partially.

New research has uncovered:

40-60% of deals are lost to “no decision”
Of those lost deals, almost half (44%) land on the buyer’s preference for the status quo
MORE than half of the time (56%), those deals are lost to indecisive buyers too afraid of failure that they’d rather buy nothing than buy something and get it wrong

What emerged from this research is a sharpened high-performing seller approach:

High performers need the Challenger skills of Teach, Tailor, Take Control, and Constructive Tension to take the status quo off the table and guide customers through the purchase process.

When a buyer gets cold feet and starts to show signs of indecision, the JOLT Effect playbook outlines the specific behaviors that alleviate buyer fears and keep the deal on track to close.

Top performing sellers are using this two-playbook methodology to tackle the significant levels of indecision seen in almost 90% of sales conversations—and are achieving 2-3x higher win rates than average performers.

Improve Win Rates

Win rates are 2-3x higher for sellers who execute the right playbook for indecisive buyers

Win rates when facing moderate indecision

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Win rates when facing high indecision

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Train your sales team to overcome buyer indecision with a brand-new Challenger workshop

Challenger developed a new hands-on workshop that unpacks growing levels of buyer indecision in today’s market and breaks down tactics to address it using the JOLT Effect playbook.

Keynote

60-120 minutes

Introduction to the JOLT Effect research findings
Why and how indecision is showing up in your deals
High-level discussion on each tactic of the JOLT Effect playbook

LEARN: A Challenger’s Guide to Indecision

Workshop part 1 (4 hours)

Interactive, classroom-style session for 12-25 participants presented in person or virtually
Learning how to recognize and respond to indecision in deals
Gain confidence and skill in applying the tactics of the JOLT Effect playbook

APPLY: Tackling Indecision in Your Deals

Workshop part 2 (4 hours)

Applying the playbook to live deals in your pipeline
Includes application exercises, peer feedback rounds, group debriefs, and action planning
Leave with deal-specific action items

Note: Not sold separately. LEARN session is a pre-requisite.

Get more info on this new training, including agenda, learning outcomes, and pricing, by submitting your interest below.

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