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Matt Dixon Explains the Top Three Customer Fears That Prevent Sales

In this Brainfluence Brief, sales expert Matt Dixon explores the top fears holding customers back. Matt highlights the three types of 'FOMU' or ‘fear of messing up’ that customers experience: the valuation problem where customers struggle to choose the right option, the lack of information where they fear not having enough knowledge, and outcome uncertainty where the anxiety about not achieving promised results looms large. Understanding these fears not only helps us empathize with customers but also guides us in refining our sales strategies to address these concerns. Full Episode Video:    • The JOLT Effect with Matt Dixon   Show notes, resources, audio, text: https://www.rogerdooley.com/matt-dixo... The JOLT Effect book at Amazon: https://amzn.to/46OV9sb [00:00:00] Intro [00:00:05] Customer's Main Fears [00:00:40] Evaluation Problem Explained [00:01:07] Information Overload Issue [00:02:20] Outcome Uncertainty Concern [00:03:14] FOMU vs FOMO Insights Matt Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group, as well as the research firm CEB (now Gartner).