Combat Buyer Hesitation Combat Buyer Hesitation
SIA Coaches
Co-author
The JOLT Effect: How High Performers Overcome Customer Indecision
Co-author
The JOLT Effect: How High Performers Overcome Customer Indecision
  • Description
  • Course Syllabus
  • Coach Information
About this course
Up to 60% of all deals are lost to ‘no decision’ leading to huge numbers of lost opportunities for AEs. This course will  help you to win more deals by providing you with frameworks to overcome buyer indecision and avoid unnecessary deal loss or deals stalling indefinitely. 

The coaches will introduce key concepts that focus on understanding the causes of indecision, judging the level of a prospect’s indecision, providing recommendations to hesitant buyers to move them forward, and limiting excessive purchase exploration by buyers. 

By the end of this course, you will feel more comfortable using various frameworks to guide buyers through indecision, anticipate objections, and set expectations to manage risk.

What impact this course will have:
  • Summarize the impact of how indecision affects SaaS buyers
  • Judge the level of a prospect’s indecision
  • Identify frameworks and attitudes high performers use to sell differently in the face of high customer indecision
  • Demonstrate skills and tactics SaaS sellers can use to overcome customer indecision
Course Syllabus
Class 1
1/5
Class 1 | How High Performers Overcome Customer Indecision

 

By the end of this class, you will be able to…

  • Relate the impact indecision has on customer inaction
  • Describe the difference between the high and average performers’ approach to indecision
  • Identify the root causes of indecision
Class 2
2/5
Class 2 | Judging the Level of Customer Indecision

 

By the end of this class, you will be able to…

  • Summarize the impact qualification has on the buying process
  • Discover your own level of indecision in the buying process
  • Demonstrate best practices for eliciting customer responses around reasons for indecision
  • Point out exacerbating factors that worsen indecision
Class 3
3/5
Class 3 | Offering a Personal Recommendation to Hesitant SaaS Buyers

 

By the end of this class, you will be able to…

  • Recognize where buyers get stuck through diagnosis and probing 
  • Plan out action steps for guiding a buyer through indecision using recommendations
  • Interpret the tradeoff matrix framework
Class 4
4/5
Class 4 | How Top SaaS Sellers Limit Excessive Purchase Exploration

 

By the end of this class, you will be able to…

  • Employ mapping techniques for identifying the buyer threshold
  • List three indications of high levels of indecision as an AE
  • Give examples of how to approach the buyer differently
Class 5
5/5
Class 5 | Taking Risk Off of the Table for Highly Indecisive Buyers

 

By the end of this class, you will be able to…

  • Locate the origin of risk with the buyer
  • Analyze your motivating factors for removing risk
  • Review opportunities for mitigating risk
Co-author
The JOLT Effect: How High Performers Overcome Customer Indecision
Matt is a Founding Partner of the research firm, DCM Insights.  He has held executive leadership positions in product, research, and consulting for Tethr (an Austin-based AI and machine learning venture), Korn Ferry, and CEB (now Gartner) where he r...
Co-author
The JOLT Effect: How High Performers Overcome Customer Indecision
Ted is a Founding Partner of the research firm, DCM Insights. Ted has held executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds Associates, and CEB (now, a part of Gartner). An accomplish...