The Times They Are A-Changin’

I’m a talker.  No news there. I’m from a family of talkers.  Bump into anyone who came from the Jolles clan and you won’t question that statement either. I love teaching, motivating, and inspiring people, and I have been doing it for almost 40 years now.  I have no...

Removing Yourself From A Sea Of Sameness

When you look at what makes some companies thrive while others struggle, the difference can be razor thin. When customers can’t distinguish what makes one company different from another, they are often at the mercy of apathy, or a decision based solely on price. It’s...

Can Anybody Sell?

After over 30 years of teaching professional sales training, I’d like to answer the most often asked question.  This question can be asked in various ways, such as, “Are you born a good salesperson?” or “Is the art of selling a natural skill?” Anyway you slice it, the...

The Sweet Science… And Selling!

The art of selling can be compared to many things, but I’ll bet you’ve never heard it compared to a professional boxing match! Personally, I think there are at least three significant similarities between great boxers and great salespeople: “Feeling out rounds.” Think...

The Ultimate Indicator Of Success

Recently on a podcast, I was asked a common, but complicated, question.  The question was this: “What do you look for in a salesman?”  There were three of us on the panel, and we each had three very different answers.  The first answer came from a product specialist,...

The Perfect Underdog

When was the last time you tried to teach another person how to play chess?  It’s no easy task.  Recently, one of my kids expressed interest so I decided to have a go at it.  Clearly, I was feeling ambitious. I began my lesson with what I felt was the easiest piece on...