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. Trust and urgency are not slogans or taglines. They are critical processes that can be taught, measured, and managed to. There is an art to creating urgency, and when it is used properly it’s one of the most merciful, compassionate approaches to working with a client a salesperson can deploy.
Why People Don’t Believe You
We have been raised to believe that words are one of the most essential tools an individual can use to communicate. We’ve been duped. If words are so important, why are so many of us literally afraid to send a text or an email because we are nervous that our words will be misinterpreted? Could it be because our words alone offer little in the way of help when it comes to conveying the true emotional content of what we are trying to say?
The fact is, a huge percentage of the population struggles with an issue that has very little to do with the words we use: the simple act of being believed. We can find ways to mask this problem, but it haunts us just the same. When those words fail and, given this all-too-common scenario, they almost always do, we retreat even deeper into doubt.
We can’t get others to believe us because we don’t believe ourselves.
It’s not the words that betray us; it’s the way the words are used. Listening to words is like watching a magician work their magic. Words are where your attention may be, but the tune is where the magic happens. Audiences learn the keys to finding the necessary magic to help others believe you, and then move on to tactics that will help others believe you. It concludes with a discussion of sustaining your newfound credibility.
Dynamic Presentations in the Real World
Whether it’s a podcast, webinar, or in a boardroom, more and more individuals are called on to present information to groups. The good news is that when these deliveries are conducted properly, everyone knows it. The potential results can be staggering. The bad news is that when these deliveries are not conducted properly, everyone knows it. The potential results, along with time and future opportunities are wasted.
What we usually see are one-sided conversations involving lecture type deliveries that are not created to involve and move an audience to immediate action. What we need is a combination of selling techniques and public speaking.
Once participants see the extraordinary challenge of presenting to adult audiences the most critical element of the seminar is delivered. The “UPPOP” process, a unique hybrid delivery technique that provides solutions to these challenges along with a spirited look at a dozen of the most successful approaches to sustaining interest throughout any presentation.
Customer Centered Selling
It’s amazing how much of a salesperson’s career is spent on learning various sale tactics… but what about the customer? The fact is to truly adopt a consultative approach to working with customers, you must be able to walk in that customer’s shoes. In this keynote presentation participants are forced to focus away from the products or ideas they are pitching and look instead at the way people make decisions. It is here that participants can clearly see the disconnect between the traditional way they are taught to influence behavior and the way people make decisions.
With the problem clearly identified, participants are than shown multiple techniques that will provide them with a strategy to influence change, create trust, gain commitment, and increase a sense of urgency in the minds of others.
Some say you’re born with the ability to influence the actions of others, and it’s true that some of us may have a bit of a head start. But no matter what, when you learn a Customer Centered Selling approach and you learn how to problem solve, consult, and apply pressure when needed in a repeatable, predictable manner – it’s the client that truly benefits.
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.
The Art of Chitchat
When it comes to networking it seems that most of us are being methodically trained to provide information, and take orders if they present themselves, but who teaches the most basic lesson of all – establishing trust through conversation? In this motivational and spirited presentation, Rob Jolles not only demonstrates proof that this problem exists, he provides a repeatable, predictable approach to correct it.
The presentation begins with a role-play designed to assist participants to better understand their own personal persuasive style and networking techniques. Participants are then taught an opening tactic to initiate to any conversation along with a process to set potential business expectations. Finally, participants are introduced to three critical elements that will create trust within any conversation in a repeatable, predictable manner.
Surviving and Thriving on the Road
As a salesman, corporate trainer, author, and professional speaker, Rob Jolles knows firsthand the life of the Road Warrior. With his trusty black roll-on garment bag in tow, he is no casual observer of a profession that requires consistent travel. Rob Jolles shares the wisdom gained through over 30 years of business travel, and 2.5 million miles in the air. While traveling all over the world for business, Jolles took notes – for over fifteen years on his experiences, and now offers insights on the sometimes difficult balancing act between work, travel, and family.
With Americans making 150 million business trips in 2018, and steady increases forecast for future years, what is the impact on these road warriors and their families? Whether by plane, train, or car, business travel is not always as glamorous as we would think. On the road for 30 days a year, or 300 days a year, travelers need to know how to survive, thrive, and stay one step ahead of the many hazards of being on the road and away from loved ones.
Whether it’s coping with and overcoming airline delays, insensitivity, and abuse, surviving the roads ups and downs requires a game plan. That game plan includes with a real-world look at the ramifications of heavy travel and life balance, and most importantly, tangible ideas to battle the war that rages between each.
