The JOLT Effect
The worst buyer objection isn't "no" — it's "not yet." JOLT is the playbook to avoid unnecessary deal stalls.
Based on a study of 2.5 million sales calls, The JOLT Effect is the first method built specifically to overcome buyer indecision — the single biggest source of lost deals.
The Problem It Solves
Buyers fear messing up more than they do missing out. But most sellers mishandle this important force — and most methodologies completely ignore it.
The Four JOLT Skills
J
Judge the Level of Indecision
Qualify and forecast deals on the buyer's ability to decide.
O
Offer Your Recommendation
Prescribe what and what not to do.
L
Limit the Exploration
Help buyers feel like fully informed purchasers.
T
Take Risk Off the Table
Provide downside risk protection for hesitant buyers.
The World's Largest Study of Sales Losses
Built on a foundational quantitative research model
The world's largest global study of sales losses ever conducted — and an ongoing effort to derive meaning from the data set. Our AI/ML models are built from 2.5 million recorded sales interactions across 8,000+ variables.
Works With Your Existing Methodology
JOLT on its own can snap into any existing sales methodology. It doesn't require replacing your current approach — it fills the gap that no other methodology addresses. No need to throw out what's already working.
How It's Delivered
Live-taught Training
Deal Workshops
eLearning
Manager Coaching Tools
Key Study Findings
Finding 1: Indecision Due to Fear of Failure is Everywhere
Finding 2: Indecision Kills Win Rates
Finding 3: High Performers Thrive While Others Struggle
Ready to stop losing deals to "no decision"?
Let's talk about bringing JOLT to your team.
Talk to Us