No More Order Taking!
Today’s salespeople are being methodically trained to adopt an “order taking” mentality in business and the repercussions are staggering. In this motivational and spirited conversation, Rob Jolles not only demonstrates proof that this problem exists, he also provides a repeatable, predictable approach to correct it. If you are looking for a keynote with a message that will address the business realities of today in an informative, entertaining, and most important impactful manner, you’ll want to teach your company, “No More Order Taking!”
How to Change Minds
Surely you know plenty of people who need to make a change, but despite your most well-intentioned efforts, they resist. Why? Because people fundamentally fear change, and Rob Jolles knows this scenario all too well. Drawing on decades of research, he lays out a simple, repeatable, predictable, and ethical process that will enable you to lead others to discover for themselves what and why they need to change. Whether you hope to make a sale, or improve a relationship, Jolles’s wise –illustrated through a bevy of sometimes funny, sometimes moving, always illuminating stories–will he you to ensure that changing someone’s mind is never an act of coercion but rather one of compassion.
The Art of Urgency
So many of us are taught to seek out needs, offer solutions, and bring in features and benefits! What happened to urgency? Without a sense of urgency, we are left with clients who are obsessed with price and are ultimately ruled by their fear of change. Tracking many of the tactics in Rob’s #1 bestselling book, Customer Centered Selling participants are forced to focus away from the products or ideas they are selling and look instead at the way people make decisions and how to influence those behaviors. Audiences learn decision cycles their clients go through, decision points their clients struggle with, and a process to not only defuse price, but gain critical commitments from those they are looking to persuade. In short, participants learn, “The Art of Urgency.”
The Many Myths of Selling
There is simply no other occupation that carries the number of myths that surround the profession of selling. From the way we open to the way we close, so much of what we do is shrouded in mystery. In this presentation, Rob Jolles will not only expose many of these misunderstandings, he will teach critical lessons to keep these myths from affecting sales performance and the culture of your organization.
Mental Agility ®
There is one consistent trait that can be found in every successful salesperson: the ability to think quickly on your feet. In the MENTAL AGILITY® program, trainees are taught that thinking quickly can, in fact, be a learned behavior. Much like learning to play an instrument, with repetition, the outcome soon becomes effortless. Tracking concepts from Rob’s book, Mental Agility®, participants leave with a unique pamphlet aimed at making Mental Agility® a learned behavior.
The Unique Art of Selling to Groups
Seminar selling is becoming more and more popular within the selling community. The potential sales results can be staggering. However, if these seminars are not conducted properly, sales results, time and future opportunities are wasted. The session begins with a unique look at the art of working with adult audiences, selling your message to groups, learning the six biggest mistakes made by speakers, and more.
The Selling Dilemma
There is a dilemma that surrounds the selling profession. The perceptions by many customers place salespeople in difficult and disturbing situations. Fortunately, it doesn’t have to be this way. “The Selling Dilemma” takes a long, hard look at many of the contributing factors to selling’s perception problems. It offers solutions that inspire and motivate. There needs to be more honor instilled in our salespeople and this presentation leaves participants with just that kind of message… along with a sense of pride.
Managing The Sales Force
Today’s sales people have a lot to learn and contend with, but who teaches the sales managers? Too often, what works for the manager will not work for those they manage. In this presentation, sales managers role-play to better understand several lessons in style, as well as learning multiple “do’s” and “don’ts” regarding training, technique, and most importantly, implementation. In addition, this presentation looks at a coaching model created specifically for frequent feedback sessions. All the lessons taught are designed to assist the manager in being able to transfer the information learned immediately to those they manage.
Sales Secrets from the Cinema
Can we truly learn about selling from the movies we have all watched and enjoyed for so long? You bet! From the chilling scenes within “Glen Gary, Glen Ross” to the light hearted “Tinmen,” this presentation packs a punch. Woven throughout the presentation are cinematic scenes that leave a lasting impression examining numerous movies and clips. The blending of carefully selected cinematic moments with the honest messages that they provide allow participants to be thoroughly entertained while informed and motivated. Great for a dinner presentation or presentation with spouses in attendance.