The best way to get a customer off the fence? Get to know them.

customer indecision raconteur synopsis Sep 04, 2023

In the second part of a series of pieces for Raconteur, Matt details the three primary sources of purchase indecision. Then he outlines the skills sellers can use to listen for signs of indecision.

Most salespeople are used to qualifying deals on a buyer's ability to buy using traditional criteria based on their budget, timing, authority, and whether a need has been identified. What JOLT sellers do is go one step further and qualify based on the buyer's ability to decide. 

In doing so, they are able to measure the depth and breadth of indecision. Then, equipped with better information, they can justify their own timespend with a more accurate forecast.

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