“While the customer’s preference for the status quo is, no doubt, a significant obstacle that every salesperson must overcome if they wish to sell anything, there is a second, more challenging obstacle that remains even after the status quo has been defeated: the customer’s own inability to make a decision.” That quote is pulled from the introduction to The JOLT Effect: How High Performers Overcome Customer Indecision (linked below). It's an exceptional new book co-authored by today’s guest, Matt Dixon - Founding Partner at DCM Insights. This episode covers: Where does customer indecision come from? What are the causes, consequences and outcomes of customer indecision? Why it’s important to focus in on customer needs What is the Jolt Effect?       More information about Matt and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/matthewxdixon/ Company Website: https://www.dcminsights.com/ Other Relevant Links: The Jolt Effect Amazon Link – https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp/B09NX3G2WX   Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.