In this episode, Dominic Monkhouse sits down with Ted McKenna, co-author of the bestselling book The JOLT Effect: How High Performers Overcome Customer Indecision, to dive into the secrets of high-performing sales behaviour. With today's market challenges, understanding buyer indecision has never been more crucial. Ted reveals the four key behaviours top salespeople use to overcome indecision and close deals.

Watch as Dominic and Ted explore:
Proven strategies to overcome customer hesitation
The evolving role of persuasion in modern sales
Why many salespeople fail to adapt to new buyer behaviour
The power of the "Activator" profile in business development
How trust and expertise can make or break a sale

Ted also shares personal insights on his biggest career risks, what drives his success, and the worst business advice he’s ever received. If you’re looking to elevate your sales game and better understand what separates top performers from the rest, this episode is a must-watch!

Don’t miss this insightful conversation—like, subscribe, and hit the notification bell for more episodes!

takeaways
High-performing sales behaviour is defined as the top 10% of performers in a company, and it is important to study their behaviour to replicate their success.
Buyer indecision is a common challenge in sales, and it is driven by fears such as options overload, analysis paralysis, and fear of failure.
Sellers should be cautious about using persuasion techniques when buyers are indecisive, as it can backfire and make the situation worse.
To help buyers overcome indecision, sellers should focus on understanding the depth of indecision, making firm recommendations, limiting excessive exploration, and managing risk.
The sales profession needs to evolve and keep pace with changing buyer behaviours and preferences.
There is still a need for salespeople, as buyers rely on them for guidance, assurance, and personalised recommendations. Establishing trust and expertise is crucial in the sales process.
Sellers should own the flow of information and demonstrate their knowledge and experience to buyers.
The activator profile is the most successful in business development.
Success is measured by doing right by the people you love and finding joy in your work.
Trying to be all things to all people is not effective in business.

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