Why do customers decide not to do something? How can you overcome customer indecision? How do you move someone past “maybe” and “I’ll think about it” to saying “no,” or—even better—saying “yes?”

Matt Dixon and his team studied 2.5 million recorded sales conversations. They found that 40–60% of all opportunities are lost to no decision. And these are opportunities where the customer goes through the entire sales process, which can take weeks, months, or sometimes years. Why does this happen?

Matt shares his research on the matter—and what you can do to overcome indecision—in this episode of Negotiations Ninja. Check it out!

Outline of This Episode

[1:40] Learn more about Matt Dixon
[2:47] Why is indecision part of the equation?
[7:45] The two root causes of no-decision losses
[11:50] Don’t ignore the status quo but…
[13:07] When indecision rears its ugly head
[15:49] How to combat indecision
[19:25] Put your money where your mouth is
[24:16] The JOLT method to overcome indecision

Resources & People Mentioned

Connect with Matt Dixon

DCM Insights
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Connect With Mark

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The Root of Customer Indecision per Matt Dixon, Ep #369

Negotiations Ninja Podcast