JOLT Inspired Training

JOLT Inspired Sales & Negotiation Training

Helping Buyers Overcome Indecision & Say YES

In today’s world, indecision is killing deals more than competition. Inspired by Matt Dixon’s book The JOLT Effect, this training programme helps your sales team understand buyer hesitation, reduce risk perception, and drive faster decisions—without resorting to heavy discounts or pressure tactics.

Why JOLT Inspired Training?

Most sales teams focus on beating competitors—but the real battle is against customer indecision. Buyers delay decisions due to fear of making a mistake, uncertainty about the return on investment, or internal complexity.

Traditional closing techniques don’t work on today’s risk-averse buyers. Natural Training’s JOLT-inspired Sales Training programme gives your team a proven playbook to help buyers move past hesitation and commit to action.

Who Is This Training For?

Designed for sales professionals, account managers, and customer success teams who want to:

•  Close deals faster by guiding hesitant buyers through their fears.
• Reduce stalled pipeline and avoid deals dying in ‘maybe’ mode.
• Stop over-discounting by addressing risk concerns the right way.
• Win premium deals without pressuring buyers into regret-filled choices.

What You’ll Learn

The JOLT Sales Training programme is based on four key steps that help customers gain confidence and move forward:

1. Judge the Level of Indecision

Indecisive buyers don’t always tell you they’re stuck. Learn how to spot hidden hesitation, differentiate between genuine objections vs. fear-based delays, and tailor your approach accordingly.

2. Offer a Simple Recommendation

Buyers get overwhelmed by too many options. Learn how to simplify choices, provide clear guidance, and take on the role of a trusted advisor.

• “If I were in your shoes, here’s what I would do…”
• “Most customers in your situation choose X because…”
• “Let’s make this simple—here’s what I’d prioritise first.”

3. Limit the Exploration

Buyers often delay decisions by seeking more information—but too much choice creates analysis paralysis. Learn how to gently redirect endless research, get buyers to focus, and move them towards action.

4. Take Risk Off the Table

At the heart of indecision is fear—fear of making a mistake, fear of wasting money, or fear of career consequences. Master techniques such as:

• Risk Reversal Offers – Strategies to make buying feel safer.
• Customer Proof Points – Case studies that boost confidence.
• Outcome Selling – Shifting the focus from buying to achieving results.

How This Training Works

At Natural Training, we don’t do dull training. This programme is built for engagement, action, and real-world results.

Your team will experience:

• Live Deal Coaching – Bring your real stalled deals and get expert help.
• Risk-Reduction Role-Plays – Learn how to handle hesitant buyers in practice.
• Persuasion Psychology – The science of reducing buyer anxiety.
• Customised Tools & Playbooks – Strategies tailored to your industry.

Why Choose Natural Training?

We know that sales training only works when it sticks. That’s why we:

• Customise the training to match your sales cycle, industry, and customers.
• Make it practical and real with hands-on coaching and interactive learning.
• Ensure it lasts with follow-up coaching, reinforcement, and manager buy-in.