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Overcoming Customer Indecision with the JOLT Effect (US/PT)

Based on the best selling book “The JOLT Effect”, this course focuses on overcoming Indecision. Learn how to overcome the status quo with research-based techniques applied to Recurring Revenue Operating Model (ROM). Best for Mid-market and enterprise sellers.


Customers are getting stuck due to indecision. Increase your close rates by up to 30% using The JOLT Effect paired with proven WbD frameworks. More and more buyers are struggling with indecision, leading to more deals getting lost before a purchase decision is made.

Mid-market and enterprise sellers need a specific toolset for how to overcome a buyer’s indecision, which means learning specific strategies for how to dial down the customer’s fear of making a purchase mistake.

Taught by live certified trainers, this engaging course is also supported with videos, blueprints, knowledge checks, and exercises to reinforce effective selling. Learners will take a certification exam at the completion of the course. Best for Mid-market and enterprise sellers.

Session Agendas

SESSION 1: Judge the Indecision & Offer Your Recommendation

Module 1 - Identifying & Disqualifying by Indecision
Learning Objectives:
Prioritize your pipeline based on types of indecision to help your customers achieve impact now, or choose to prioritize other opportunities. You will learn about identifying your decision makers as Maximizers vs. Satisficers, and how to use Pings and Echo’s to find information underneath the surface.

Module 2 - Offer Your Recommendation
Learning Objective:
Enterprise sellers influence through combining techniques from many types of customer interactions. Find root cause problems and help your customer see how they can solve it. You will learn: How to build trust through advocacy and advanced storytelling techniques using information from discovery.

SESSION 2: Limit Exploration & Take Risk Off the Table

Module 3 - The Power of Limited Choices
Learning Objectives:
Apply persona-based objection-management based on their why and how to create options that drive action and reduce fear. You will learn: How to anticipate needs and objections and striking the right balance of radical candor without coming off as aggressive or arrogant.

Module 4 - Take Risk Off the Table
Learning Objectives:
How to dial down the customer’s FOMU (Fear of Messing Up) of making a purchase mistake. See it in action - real-world examples - why it works in some contexts vs others and how to know if you’re doing it right. You will learn: The three techniques high performing sellers use to de-risk the purchase decision which includes setting expectations, offering a safety net and options for dealing with perceived vs. actual risk.

Registration Details

Registration will close 48 hours prior to the course start date. After registration and payment, learners will receive an email confirmation with calendar invitations and additional course details. For registration assistance, please email

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