If you are going to hire a professional speaker for your next meeting or to train your company, what better way to determine if the topic and speaker are right for you then to watch him in an interview? You’ll get some great insight on some classic sales and delivery issues as well as a look at the kind of passion and inspiration Rob carries in his words.
Quick Clips – How to Change Minds
- Why Did You Write, How to Change Minds?
Having written books on how to sell, listen as Rob Jolles explains the need to not just learn how to sell, but WHY we sell.
- Who Benefits From Learning, How to Change Minds?
Watch and listen as Rob Jolles explains why learning How to Change Minds is not just a process built for salespeople, but for everyone.
- Is It Influence Or Manipulation?
One of the keys to persuasion, to truly help others over his or her fear of change you must first have a clear understanding of the difference between influence and manipulation. Watch as Rob lays out the need for influence, and the ethics behind influence.
- The Effects Of Personality On Persuasion
Learning a process for persuasion is critical, but to be successful learning how to apply these tactics based on the personality of the client is critical as well. Watch as Rob explains the need to tie process to personality and the need to adjust what we do to who we do it for.
Quick Clips – The Art of Selling
- Respecting The Art Of Selling
The art of selling has been unfairly criticized by those who are often uninformed. Watch as Rob takes this question on and provides an inspirational message to all who provide one of the most meaningful services available to any client.
- Persuasive Techniques For Everyone
Learning to persuade and influence the actions of others is not just for salespeople. Watch as Rob explains why tactics like these can benefit almost anyone.
- Can Anybody Sell?
One of the most frequent questions asked, the answer is surprisingly simple…
- How Do We Master The Art Of Persuasion?
Learning to influence the actions of others follows a repeatable, predictable set of tactics. Watch as Rob addresses not just what is taught, but how it is mastered.
Quick Clips – The Moral Implications of Selling
- Asking Tough Questions: Is It Mean, Or Is It Merciful?
Often persuasion requires asking tough questions that can be disturbing in nature. Here how Rob addresses this issue helping us to understand the moral obligations of helping others over his or her fear of change.
- The Moral Obligation Behind Persuasion
Learning to persuade is part of the battle, but learning why we persuade is the other part of the battle. Watch as Rob explains why it is the moral obligation for anyone to sell to not only persuade, but to take pride in their ability to do so.
- Persuasion Isn’t Always Pretty
The art of persuasion often requires tougher questions that can be disturbing in nature. Rather than sidestep the issue watch as Rob explains why this is often not only necessary, but vital when helping clients to make difficult decisions.
Quick Clips – Miscellaneous Thoughts & Ideas
- What is a BLArticle®?!
Part blog, part article watch as Rob explains what a BLArticle® is, and why he has spent years creating them.
- How Can We Learn To Listen Better?
We all know that listening is critical in communication. Watch Rob’s take on how to become a better listener.
- The Myth Behind Mentoring
It seems almost a rite of passage for salespeople to work with a mentor. Watch Rob explain the dangers behind ineffective mentoring, and ways to ensure if it’s done, it’s done right.
- Mastering What You Learn
What good is learning any business tactic if we don’t implement what we learn? Watch as Rob addresses the keys to mastering what you learn.
Full Interviews – Selling, Persuasion, and More
- We Mean Business – The Full Interview
Watch as Rob and We Mean Business Host Steve Dorfman sit down and talk about the decision cycles clients go through, their decision points, and how to move people past their fear of change.
- The Arnette Report – The Full Interview
Watch the full interview as Rob Jolles mixes it up with Jeff Arnette on his recent appearance on the Arnette Report.
- Influence without Manipulation – The Full Interview
Watch to the complete interview as Rob talks with host John Monsul about his 5th book “How to Change Minds: the Art of Influence without Manipulation.”
- How to Change Minds – The Full Interview
Watch in to the full interview as Rob Jolles sits down with host Steve Dorfman on the show We Mean Business, and discusses the many facets behind the process he has pioneered; How to Change Minds…
- Communicating Today – The Full Interview
Watch the full interview as Rob once again sits down and talks about selling, persuasion, influence, and more on the Communicating Today show.
Take your pick, and listen to over 70 radio interviews that cover a wide variety of topics and ideas. A popular guest on many different shows because of his own form of unique energy, listen as Rob mixes it up with some of the tops radio hosts in the country.
Why People Don’t Believe You…
The Small Business Advocate Show
Why do some customers not believe you?
The Small Business Advocate Show
When the word “schpeil” is a good thing.
The Small Business Advocate Show
How to convert customers from their “schpeil” to a close.
How to Change Minds
- Enterprise Radio
Hear Rob and host Dr. Eric Darr discuss the importance and moral obligation of learning how to change minds.
- The Michael Dresser Show
Listen as Rob and Burt Martinez discuss some of the various tactics behind the art of influence without manipulation.
- Money For Lunch
Listen as Rob and Burt Martinez discuss various elements from the book, How to Change Minds.
- An Interview with Mr. Z!
In one of the strangest interviews of Rob’s career, here’s a rather unusual discussion about the book, How to Change Minds!
The Ethics Behind Selling
- The noble work of influencing others
Do you think there’s anything wrong with influencing others? Rob Jolles talks about the real value of influencing others as an important part of what us so valuable to our clients.
- Let customers lead you to conducting ethical influence
Customer expectations will impact your influence steps. Rob Jolles reveals how customers will help you influence them ethically by responding to their expectations.
- Understanding the ethics of influence
What’s the difference between influence and manipulation? Rob Jolles reveals that influence without ethical bearing is nothing more than manipulation.
- Are your salespeople manipulators or an influencers?
Would your customers call your salespeople influencers or manipulators? Rob Jolles talks about why we influence relationships instead of manipulate transactions.
- You know how to sell, but do you know WHY you sell?
Go beyond how you sell and focus on why you sell. Rob Jolles talks about the breakthrough perspective of getting to WHY you sell – rather than how you sell.
- Transferring your sense of urgency to your customer
Can you create urgency with your customer? Robert Jolles provides some tips and best practices to help you find the true cause of your customer’s pain and allow that client to feel the potential of that pain.
- It’s okay to be proud to be a salesperson
Don’t be ashamed of being what you are: a salesperson. Rob Jolles provides a passionate response as to why being a salesperson is one of the noblest jobs in the world!
- Nothing happens until someone makes a sale
Nothing happens until someone makes a sale. Rob Jolles talk about the nobility of being a sales professional and why selling is the genesis of all business activity.
- The Art and Science of Selling
Rob talks with Jim about how much science is involved in selling and how little is really art.
Asking Questions and Listening
- What is the best first question to ask a prospect?
What should you ask a prospect first? Rob Jolles joins Jim Blasingame to compare notes on the best way to get a conversation going with a new prospect, including what is the best first question.
- The best salespeople know how to ask questions
Do your salespeople know how to ask the right questions? Rob Jolles talks about the training he received that taught him how to ask the right kinds of questions at the right time.
- What is the best first question to ask a prospect?
What should you ask a prospect first? Rob Jolles discusses the best way to get a conversation going with a new prospect, including what the all-important best first question.
- Have the courage to ask customers difficult questions
Getting to the heart of a customer problem is the right thing to do. Rob Jolles discusses how and why sales people should ask customers questions about their business challenges.
- Sell more with these listening practices
What is the best sales tip in the world? Rob Jolles provides tips on how to break bad listening habits, including interrupting by taking notes and waiting before you speak.
- Helping customers uncover the source of their pain
Are you reluctant to ask customers the hard questions about their business? Rob Jolles explains why trusted business advisors must ask customers the difficult questions to get to the source of their problems.
Connecting With Your Customer
- How to become a trusted advisor instead of a vendor
Are your salespeople vendors or trusted advisors? Rob Jolles reveals the benefits and methods of helping your salespeople become trusted advisors to your customers, instead of vendors.
- Speak the language of your customers
When you talk to customers, do you use their words? Rob Jolles talks about why you should use precise language in selling, and incorporate the words customers use as you talk with them.
- Connecting With Your Client’s Personality
Rob talks about how to identify the type of personality your customers are, and modifying your behavior to complement that customer’s type.
- Influence others to move from transactions to relationships
Do customers think of you in terms of a transaction or a relationship? Rob Jolles reveals the difference between relationships that are born from influence and transactions that come from manipulation.
- Are you a vendor or a trusted advisor?
In the 21st century, the most successful salespeople will become trusted advisors. Rob Jolles discusses how to differentiate yourself as a salesperson by becoming a trusted advisor, not just a vendor.
- It’s Always About The Customer
Robert talks about how important it is to make sure your customers happy… always!
- When knowledge isn’t always power
Robert Jolles reveals that knowledge of a customer’s information is only powerful if you can put that information in context.
- Dispelling the myths around how to close a sale
Robert Jolles reveals why ABC, “Always be closing” only works if you’re using the right kind of closing approach.
- Dispelling the myth of “Needs based selling”
Robert Jolles reveals why selling to customer needs is a fool’s errand and what you should be focused on instead.
- The perils of pushing features, benefits and price
Product training is not sales training. Rob Jolles reveals that product training is not sales training and why the first job is understanding the unique challenges of the customer.
- On being a professional salesperson
Professional selling is more than pushing a product. Rob Jolles talks about being a sales professional, which requires training, expertise, experience, attitude and being dedicated to serving customers.
- Do your sales people ask customers for the business?
Do your sales people ask customers for his or her business? Rob Jolles discusses why training your people about how to ask for the business is seldom done, and critical to success.
Cost Objections & More
- Make the cost irrelevant when negotiating with customers
If you’re not right for the customer, the price doesn’t matter. Rob Jolles talks about how to set the stage in customer negotiations so that the cost doesn’t dominate the conversation.
- Delivering performance to customers at your price
Performance is not optional, even if you negotiated the wrong price. Rob Jolles talks about pricing your services and products successfully.
- How to hold off the prospect’s “How much?” question
What is your answer when a prospect or customer demands to know your price first? Rob Jolles reveals how to address price issues and hold off on giving your proposal price before you’re ready.
- When to walk away from the “price only” customer
What do you do with a “price only” prospect or customer? Rob Jolles takes a stand and recommendsthe possibility of walking away from any prospect or customer who only wants to be make decisions solely based on price.
- What to do when a customer wants the wrong solution?
How do you turn a difficult customer question or specification into a positive? Rob Jolles shows you how to honesty turn these challenges into trust when a customer makes a request that you feel is ill-advised.
- How to overcome the “cost” objection
What do you, or your sales staff do when a prospect says, “You’re too high”? Rob Jolles provides several ways to overcome the “your too high” or “I can’t afford this” objection.
Presenting to Groups
- Preparing to make a sales presentation to a group
Rob Jolles helps you anticipate what to do next when you learn you have to make a sales presentation to a group.
- Don’t let groups intimidate you from selling to them
Rob reveals the steps to take to take advantage of a group selling scenario when such an opportunity is identified.
- How to make a sales presentation to a group
Rob Jolles reveals the steps and practices necessary to successfully make a sales proposal presentation to a group.
- The power of role playing in sales training
If you want to improve sales performance, use role playing in sales training. Rob Jolles talks about the power of role play training in helping salespeople have more success.
- How to keep the audience on your side when a sniper strikes
When a sniper in the audience tries to derail your speech, how do you keep the audience on your side? Rob Jolles talks about how to turn the tables on a sniper who disrupts your speech and get the audience on your side.
- How does a speaker handle a sniper in the audience?
What do you do when a member of the audience tries to take over your speech? Rob Jolles identifies what he calls a “sniper” who disrupts your presentation and several professional ways to handle them.
- How to handle a heckler when you’re speaking or training
Can you handle an aggressive audience member when you’re the speaker? Rob Jolles reveals how to handle an aggressive audience member when you’re delivering a speech or training.
- Using Your Presentations To Sell
Rob talks about how to use a presentation to make a sale.
- The Art of Professional Speaking
Jim and Robert talk about being a travelling speaker and what it entails. They discuss what sales organizations look for in a speaker and sales trainer.
- Getting The Attention Of An Audience
Rob discusses the keys to getting an audiences attention, and keeping it, when giving a proposal or training presentation.
- The Dreaded… But Necessary Role-Play
Rob discusses the importance of role playing in sales training.
- If sales are slow, sales training should be increased
Do you invest in training for your sales force? Rob Jolles joins talks about the importance of a company sales training strategy so you know how to measure the performance of your sales team.
Surviving as a Road Warrior
- The Way of the Road Warrior
Rob discusses what it’s like to be a “road warrior,” someone who works away from home a significant number of days — and nights — a year. He goes on to talk about how to minimize the negative impact this kind of work can have, including how technology can give you back some of those days away from home.
- NPR Talks with Rob Jolles
Listen as National Public Radio does a story on Rob’s book, The Way of the Road Warrior.
- An Interview with The Small Business Advocate Show
Rob sits down with his favorite host Jim Blasingame to discuss the book, The Way of the Road Warrior.
- An Interview on the Donna Sebo Show
Rob talks with Donna Sebo in a lengthy interview about life on the road, and the moral obligations of family from his book, The Way of the Road Warrior.
- What character are you playing in your life?
Rob Jolles encourages you to determine the best of who you are and then play that character when looking for work or trying to make a sale.
- Identifying your mannerisms and eliminating them
Rob Jolles reveals what mannerisms are, how they can hold us back professionally, and how to identify and eliminate them.
- Seeking excellence is the reason you try so hard
Why do small business owners try so hard? Rob Jolles talks about the desire to seek excellence and why this manifests in the way small business owners commit themselves and try so hard.
- Is there a process of performance behind your luck?
Rob Jolles discusses the principles of luck, including whether there is a performance process behind the luck you find.
- What is does the tune of confidence sound like?
Rob Jolles reveals that we all have a tune that effects our confidence, and why having the wrong tune could be holding us back.
- What’s the difference between belief and confidence?
Rob Jolles explores how to differentiate between belief in yourself and having confidence, and why it matters.
- How to not let your limp define your professionally
Rob Jolles reveals some of the ways to identify your professional limp and prevent it from defining your level of success.
- What does your professional “limp” look like?
Rob Jolles discusses howall of us have some kind of handicap that has the potential to hold us back professionally, but only if we let it.
- Don’t miss a chance to make your own luck
Rob Jolles reveals what it looks like when you take every opportunity to make your own luck.
- What it looks like when you make your own luck
Rob Jolles reveals what effects preparation has on luck. Spoiler Alert: It has a significant impact!
- Keeping The Faith… When Selling
Rob talks about having faith in yourself and your vision. He goes on to talk about how to develop greater Mental Agility®, especially when selling.
Miscellaneous Thoughts & Ideas
- Grow small business sales with referrals
Want to know how to acquire high quality prospects and grow sales with virtually no expense? Referrals. They’re golden, according to Rob Jolles, who discusses valuable tips and best practices to help you get more referrals from your existing customers.
- Will blogging help you sell more?
Can blogging help you with prospects and customers? Rob Jolles discusses ideas on how to use a blog as a tool to stay connected with customers without being intrusive, including his own success story.
- Seminar Selling
Rob givesprovides valuable information on how a seminar can work for your organization.
- Thinking Creatively
Rob talks about thinking creatively in order to increase your sales
- Do you have a sales training implementation plan?
Sales training implementation is not instinctive. Rob Jolles discusses how to create and implement a plan to follow through on training for your sales force so you can increase sales and protect your training investment.
- Small business and selling fundamentals
What should sales people be focusing on right now? Rob Jolles talks about some of the fundamental practices and attitudes all sales people must employ to make sure they accomplish their sales goals, even in a challenging economy.
- The Effects of Client Personality on Selling
How much does personality impact the selling process? Rob talks about whose personality is the most important, how to be prepared for different personalities, and how to blend — not impose — your own personality into the process.
- Selling in the 21st Century
Selling in the 21st century is different in many ways from selling in the last century, and Rob talks with Jim about how to make sure your small business is making the proper adjustments for the new century customers.
- What is the best practice when praising employees?
Criticize in private and praise in public? Rob Jolles discusses the best way to recognize and praise employees for outstanding performance..
- The power of recognition is enormous and yet costs nothing
Why do 86% of employees leave an employer? Rob Jolles joins Jim Blasingame to report the primary reason employees leave is feeling they aren’t appreciated, and how small business owners can avoid making that mistake.
- What is your primary goal as a manager of people?
Good managers aggregate the success of their team members. Rob Jolles discusses the way managers should think about how success is achieved through the teams they manage.
Rob’s award-winning books will each enhance your learning experience in its own way. Written in a down-to-earth, interactive style, it’s no wonder they have been published in multiple editions, translated in over a dozen languages, and three have become bestsellers! Available in our online store, as well as every major bookstore, these books will not only bring you up to speed on the teachings of Rob Jolles, they are quickly becoming business book classics
Download this printer-friendly press kit that will provide you with contact information, Rob’s full speaker’s bio, our client list, information on all books, letters of recommendation, reference information, Rob’s introduction, AV requirements, and a full color promotional photo.
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