The JOLT Method: Your Four-Step Rescue Plan for Stalled Sales

How to Move Customers from Stuck to Unstoppable

If you’ve ever watched a promising deal slip away, you know how frustrating indecision can be. But what if you had a proven playbook to rescue those opportunities? Enter the JOLT method—a four-step approach that’s transforming the way top sellers handle customer uncertainty. First, Judge the level of indecision. Not every prospect is worth your time, and the best sellers use scorecards and careful listening to spot who’s truly ready to move. Next, Offer your recommendation. When buyers are overwhelmed, they don’t want more options—they want guidance. Step three: Limit the exploration. Too much research leads to analysis paralysis, so help your customer focus on what really matters. Finally, Take risk off the table. Offer guarantees, trials, or small pilots to make action feel safe.



What makes JOLT so powerful? It’s not about pressure—it’s about empathy. By addressing the real fears behind indecision, you create a partnership, not a transaction. Sellers who master JOLT see their win rates soar, especially with the most hesitant buyers. And the benefits don’t stop at the sale: customers who experience JOLT are more loyal, less likely to churn, and more likely to refer others.

Ready to put JOLT into action? Start by listening for the subtle signals of indecision, then guide your customer with care and clarity. The result: a sales process that feels less like a battle and more like a journey—one you and your customer take together. 1 2 4