Part blog...part article, it's a BLArticle®!
Many salespeople will not argue about the need to ask for referrals. Like so many necessary and supposedly simple tactics, few people can actually explain to you how to do it. They’ll just tell you that “it’s easy,” and “just do it.”
There is, however, a right way and a wrong way to ask for referrals. I would guess that 95% of the salespeople I work with use the “wrong” way. We tell salespeople to go out and get … Read More »
Rob's Latest Book: How To Change Minds
In his new groundbreaking book, Rob draws on his highly successful sales background to lay out a simple, repeatable, measurable process for changing someone’s mind. This is not done by telling people what you think they should do. However well-intentioned, the fact is people fear change, and resist being pushed, even in the right direction.
Instead, you will be introduced to a repeatable, predictable and measurable process to skillfully lead others to discover for themselves the long-term impact of not changing helping others to fully embrace the changes they need to make.
The book is filled with sometimes funny, sometimes moving stories illustrating how challenging changing minds can be and the frequent gray line between influence and manipulation. Following Rob Jolles’s wise advice will ensure that changing someone’s mind is never an act of coercion but rather one of caring and compassion.
- The ethics involved in influence
- The decision cycle that people go through when contemplating change
- How to establish trust
- How to create urgency
- How to begin a conversation
- How to commit someone to change
- How to handle objections to change
- How to strategically prepare for any conversation that requires change
Want to get to know Rob Jolles and his messages on a deeper level? Feel free to browse through a collection of television interviews, promotional interviews and radio appearances.Browse here >>
Rob's article It's Time to Pitch the Word “Pitch” is on the cover of the March issue of Sales and Service Excellence! View the PDF here
How To Change Minds on WealthManagement.com's List of 10 Best Business Books of 2013!
Photo Marketing Association News published Rob's article under Business Success: To Change Minds, Understand the 6 Stages of the Human Decision Cycle
Facing Friction? Top Execs Delve Below The Surface By Sonja Carberry, FOR INVESTOR'S BUSINESS DAILY
Rob and his new book How To Change Minds are featured in the Moneysection of USA Today, in the article On the Job: Art of influence is in how you ask
See also these recented published book reviews:
The Jolles Academy
Jolles Academy Workshop
Repeatable, predictable processes that are based on over 25 years of research, refinement, and delivery.
Programs filled on an on demand basis. Contact us to enquire about future dates.More info >>