Ted McKenna Books
Ted McKenna is a sales expert and researcher specializing in customer behavior and decision-making.
Known for: The JOLT Effect: How High Performers Overcome Customer Indecision
Books by Ted McKenna
The JOLT Effect: How High Performers Overcome Customer Indecision
Based on extensive research into sales conversations, this book reveals why customer indecision is the biggest barrier to closing deals and how top-performing salespeople overcome it. The authors introduce the JOLT method—Judge the indecision, Offer your recommendation, Limit the exploration, and Take risk off the table—to help sales professionals guide hesitant buyers toward confident decisions.
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Research Foundation
Our research began with one of the largest empirical studies ever conducted on sales behavior. Partnering with several organizations, we analyzed 2.5 million sales calls captured through conversation intelligence platforms. By using natural language processing and machine learning, we correlated lin...
From The JOLT Effect: How High Performers Overcome Customer Indecision
Identifying Indecision
Understanding indecision begins with recognizing that it isn’t the same as objection. When customers raise objections, they’re usually signaling uncertainty about your solution—perhaps its cost, fit, or features. Objections are directed outward, toward the product or seller. Indecision, on the other...
From The JOLT Effect: How High Performers Overcome Customer Indecision
About Ted McKenna
Ted McKenna is a sales expert and researcher specializing in customer behavior and decision-making.
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Ted McKenna is a sales expert and researcher specializing in customer behavior and decision-making.
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