Fundamentals of Selling
- Co-creator of the Xerox Institute of Customer Education, managing the company’s highly touted customer sales training programs
- Three-time bestselling author of How To Run Seminars & Workshops, Customer Centered Selling and Mental Agility
- Draws on his highly successful professional background to coach employees on customer-centered selling and influence training
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A sought-after speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide.
Rob draws on more than thirty years of experience to teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. And in showing clients not just “how to” but also “why to,” he stirs individuals and companies to create real, lasting change.
Rob not only successfully sold for both the New York Life Insurance Company and Xerox Corporation, two of the most respected sales institutions in the nation; he managed their training as well. He co-created the Xerox Institute of Customer Education and was instrumental in creating, delivering, and managing Xerox Corporation’s highly touted customer sales training programs and was responsible for the training of all sales trainers within Xerox for over seven years. These programs, along with his staff of former Xerox Sales Trainers, have allowed him to amass a client list that reads like a Who’s Who of Fortune 500 companies, including Toyota, Disney, NASA, Nortel, a dozen universities, and over 50 financial institutions.
A published author of three bestselling books, and President of Jolles Associates, Inc., his programs teach you the lessons taught by Xerox to their sales force and customers. His book, How To Run Seminars & Workshops, is now out in its 3rd Edition. This bestselling book has sold more than 100,000 copies over a 13-year span. His book, Customer Centered Selling, is a Business Best Seller that spent eight weeks at #1, over 100 weeks in the top 20, and is on the national Business Best Seller list. It was also named by Books, Etc. to the national “Top Ten Must Reads” list and released by Simon & Schuster in its 2nd Edition September 2009.
Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises, from parents to professional negotiators. His best-selling books, including Customer Centered Selling and How to Run Seminars & Workshops, have been translated into more than a dozen languages. He currently lives in Great Falls, Virginia.
How to Change Minds: The Art of Influence without Manipulation. 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 his highly successful sales background, and 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.
Believing in change begins with those who initiate the tactics necessary to influence others, and that’s where the presentation begins. Participants are taken through the ethics involved in changing minds, and the line between influence and manipulation. The presentation then looks through the Decision Cycle that people go through when they are involved in any significant change laying a logical foundation for the tactics necessary to change the minds of others.
No More Order Taking: The Art of Creating Urgency. 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 provides a repeatable, predictable approach to correct it.
Audience members are introduced to a “Decision Cycle” that each buyer goes through when making a significant commitment. Audience members are forced to focus away from the products or ideas they are selling and look instead at the way the people make decisions. The disconnect between the traditional way people are taught to sell and the way people buy is evident.
The Many Myths of Selling: The Misunderstood Profession. 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 exposes many of these myths, and teaches critical lessons to keep them from affecting sales performance.
The presentation begins with a quick overview of our conscious and unconscious cycle of behavior centering on how we do what we do. Audience members will then be shown statistical evidence challenging certain conventional approaches to selling as well as partake in a small group exercise permitting them to discover more about their personal selling style.
Sale-Minars: The Unique Art of Selling to Groups. Seminar selling is becoming more and more popular within the selling community. The good news is that when these seminars are conducted properly, everyone knows it. The potential sales results can be staggering. The bad news is that when these seminars are not conducted properly, everyone knows it. The potential sales results, time and future opportunities are wasted.
There is no attention to the unique aspects of working with adults. Public speaking books and prior experiences provide little help as well. These are usually one-sided conversations involving lecture type deliveries that are not created to involve and move an audience to immediate action. The need centers on the combination of selling techniques and public speaking.
What works for children certainly will not work with an adult audience. Once participants see the extraordinary challenge of presenting to adult audiences the most critical element of the seminar is delivered. The “UPPOPPR” process is presented and demonstrated. This process is the only approach on the market that provides solutions to the needs of adult audiences in a repeatable, predictable manner, and concludes with a spirited look at a dozen of the most successful approaches to sustaining interest throughout presentations.
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