QFF: Quick Fire Friday – Your 20-Minute Growth Powerhouse! Welcome to Quick Fire Friday, the Grow A Small Business podcast series that is designed to deliver simple, focused and actionable insights and key takeaways in less than 20 minutes a week. Every Friday, we bring you business owners and experts who share their top strategies for growing yourself, your team and your small business. Get ready for a dose of inspiration, one action you can implement and quotable quotes that will stick with you long after the episode ends! In this episode of Quick Fire Friday, host Michael Denehey interviews Ted McKenna of Selling Innovations and co-author of The JOLT Effect. Ted addresses the challenges of buyer indecision and explains how his 15-member team adeptly navigates these obstacles. He offers valuable insights into effective sales strategies that foster growth and build client trust. Highlighting the significance of making clear recommendations and maintaining transparency, Ted illustrates how Selling Innovations is transforming the sales process and achieving outstanding success in today's competitive landscape. Other Resources: The JOLT Effect: How High Performers Overcome Customer Indecision Hardcover The Activator Advantage: What Today's Rainmakers Do Differently Key Takeaways for Small Business Owners: Address Buyer Indecision: Understand that emotional factors play a significant role in buyer indecision. Acknowledging these emotions can help you guide customers toward making decisions.   Simplify the Decision-Making Process: Combat information overload by presenting essential information clearly and concisely, helping clients avoid analysis paralysis.   Cultivate Trust Early: Recognize that many buyers start with distrust. Build credibility by being honest and transparent about what your offerings can achieve. Our hero crafts outstanding reviews following the experience of listening to our special guests. Are you the one we've been waiting for?   Make Strong Recommendations: Don’t shy away from providing clear and decisive recommendations. Buyers often appreciate straightforward guidance, especially when they feel uncertain.   Emphasize Transparency: Be open and authentic in your interactions. Show your customers that you have their best interests at heart, fostering a more trusting relationship.   Mitigate Risk: Offer safety nets or guarantees to reduce the perceived risks associated with purchasing. This can help customers feel more secure in their decisions and encourage them to move forward.   One action small business owners can take: One actionable step small business owners can take, as suggested by Ted McKenna, is to develop a clear communication strategy that emphasizes transparency. This involves openly discussing both the benefits and potential limitations of your products or services, helping to build trust with clients. By being honest about what to expect and openly acknowledging any shortcomings, you can position yourself as a credible and trustworthy partner, ultimately fostering stronger relationships and encouraging decision-making among hesitant buyers. Do you have 2 minutes every Friday? Sign up to the Weekly Leadership Email. It's free and we can help you to maximize your time. Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey. 👇     Quotable quotes from our special Grow A Small Business podcast guest: In a world filled with options, clarity is the key to overcoming buyer indecision — Ted McKenna   The most powerful sales strategy is to make firm recommendations that guide the buyer's journey — Ted McKenna   Success in sales comes from understanding that buyers are as emotional as they are rational — Ted McKenna