Corporate Escapees

40-60% of deals are lost due to no decision. This is typically after a purchase journey with you, demos, legal - the whole lot, and they still don’t make a decision. Taking a large amount of time on both sides.They have stated the status quo is not good enough, but nothing ends up happening. You need 2 playbooks - one for the status quo and one for no decision. Too many salespeople dial up the FOMO of missing out. 84% of the time, using this technique will kill the deal.  This is why you need a no-decision playbook.  Matt walks us through the three fears of no decision.Fear of not knowing what to buyFear of not having enough homework You might not see the benefits And how to overcome them.  Laid out in the name of the book - The Jolt effect. Judge = Judging the level of indecision. Offer = Offering your recommendation. Limit = Limit the exploration. Take = Take the risk off the table. Matthew Dixon is the Wall Street Jou