It’s no secret when it comes to selling, I believe in processes.  Xerox drilled this into me.  I learned all sorts of selling processes while working for that company.  I learned SPIN selling, Buyer Focused Selling, Professional Selling Skills, (PSS,) and more.  When interviewed, I’ve often said you didn’t tie your shoes at Xerox without a process.  I’m a big fan of processes and their value, and here’s why: 

“When you have a process, you have a way of measuring what you’re doing. When you can measure it, you can fix it.”

Yes, I’m a fan of processes.  The problem with processes is they can often be a bit lengthy.  My own Customer Centered Selling process is a hefty 22 steps!  In fairness, that particular process covers selling from A to Z, and in my mind, I wanted to include it all.  Some years ago, after conducting a two-day seminar in Birmingham, Alabama, I was taught a wonderful lesson in another sales process… A much shorter sales process. One of my students was kind enough to give me a ride back to the airport, and while in route, he mentioned he had a process of his own he used when he was selling.

He told me that the 22 steps within Customer Centered Selling process was going to be a lot of help to him, and he was committed to using the process. He also told me he was going to miss the process he had been using because it was “easier to remember because it has only one step.”  I went from thinking that this ride can’t end soon enough, to being genuinely curious. I asked him if he had a name for his process and he told me, “I call it the ‘And’ method.”  When he saw my puzzled expression, he went on to tell me the details: “It’s really quite simple.  You see, when a customer comes in and tells me he’s got a problem, I just say, uh… and?”  Make no mistake about it; that simple, one-step method singlehandedly addresses the most difficult move in selling!  Customers don’t like to look down the road at the potential impact of the issues they are battling, and 40 years as a sales trainer has taught me this: Salespeople really struggle coming up with questions to get them to do just that.  The problem is solved with one harmless “and…?” 

For instance, a potential customer might say, “One of my biggest concerns is about who will take care of my family if something happens to me.”  We could provide an answer, but it’s probably an answer the customer has heard before, and if he or she was concerned about this, wouldn’t they have fixed it already?  The better response would be… “And?”  What typically follows is something like this: “Well, I’ve always tended to handle money matters myself.  I have a rather large estate, and would not want to create family dysfunction.”  The more the customer talks about the issue, the more urgency he or she will feel to address it.  Remember, these types of problems articulated by customers aren’t new, but confronting the depth of the problem is. Asking more questions help accomplish this, and the, “And” method, helps you do just that!  It’s brilliant on so many levels:

• The foundation of selling is asking questions.  It’s a question.
• When asking questions, particularly early in the conversation, it’s important to ask open questions.  It’s an open question.
• When asking questions, it’s important to keep your questions short and simple.  It’s an open question that is short and simple.
• The most important question that can be asked isn’t the question you’ve written down or memorized.  It’s the follow-up question to the challenges and concerns your prospect has just spoken to you about.  Their concerns have paved the way to that simple and short open question you can use as follow-up.  

Having taught sales for over 35 years, I can tell you, firsthand, that the most challenging aspect of selling is not just getting a prospect to focus on the issues they are considering addressing, but looking further down the road at those issues they are considering addressing.  I refer to these types of questions as “Developing Probes,” and these questions have always been the most difficult to teach and implement.  That is, until I met my friend in Birmingham, and his trusty, “And” method!

I am not saying the “And” method is right for everyone, in every conversation, but I will say this: It found a home with me, and those I work with.  As a matter of fact, I believe it represents one of the most effective questions you can ask, at the most critical time in a conversation that requires selling.  So, if you ever find yourself in Birmingham, remember, it’s the home of the simplest sales process ever created, the “And” method, and the home of the greatest barbecue you’ll ever have; Dreamland Bar-B-Cue.  This writer will never forget either one!  

What do you get when combine energy, enthusiasm… and great content?  You get a “Pocket Sized Pep Talk!”  Tune in and you’ll hear a collection of BLArticles®, conversations, and interviews that are sure to teach, motivate, inspire, and dare I say, entertain!   https://podcasts.apple.com/us/podcast/pocket-sized-pep-talks/id1497772972

I recently appeared on, “It’s Not Rocket Science! Five Questions Over Coffee,” a fun podcast with Stuart Webb.   You can listen to the podcast here:

• On Facebook facebook.com/INRSFQOC
• On Youtube – https://youtu.be/KJBK0dm-VaU
• On Linkedin – linkedin.com/posts/stuartwebb_a-sought-after-speaker-and-best-selling-author-activity-6858787689332920320-zhxC

If you are looking for something to listen to on your next coffee break you might enjoy this brief chat between me and Tom Bailey, Founder of Succeed Through Speaking and the Succeed Through Speaking podcast. Listen closely if you would like some high value ideas to boost your business results.

You can read the transcript here – https://bit.ly/3BOfU7o

You can watch the podcast here – https://youtu.be/w-QgGvweE2M

You can listen to the podcast here – https://apple.co/2YVGWuN

I Zoomed my way to India to speak with Motivational Diaries, and Ashish Janiani.  We spoke for about 30 minutes about sales processes and training for success. 

   Sales Process To Sales Success || Interview With Robert Jolles – YouTube

If you want to read some “Life Lessons” I was able to share in a recent interview, you’ll find them here:  https://worldclassperformer.com/short-life-lessons-from-robert-jolles/

I had the pleasure of appearing on Robert Miller’s, Follow Your Dream Podcast and thoroughly enjoyed the discussion.  We go way back in this conversation to my first memories of performance… at age four!  I’m sure you’ll enjoy it!  https://follow-your-dream.simplecast.com/episodes/rob-jolles-superstar-salesman

I also mixed it up with a wonderful podcaster, Terry McDougall on her Marketing Mambo show.  As she puts it, we “Cha-cha-chatted!”  If you want to hear sales and marketing go toe-to-toe, you’ll enjoy this show. https://www.buzzsprout.com/1569061/8172686-the-art-of-influence-in-sales-and-marketing-with-rob-jolles

I recently did a podcast with a wonderful, new, and up-and-coming star named Jahmaal Marshall.  His podcast is called, “Listen Then Speak.”  I’ve done a lot of podcasts, but we got into topics I rarely talk about, and I’m quite sure you’ll enjoy the show!  https://podcasts.apple.com/us/podcast/listen-then-speak/id1550684472

I’ve appeared on the “Small Business Advocate Show” with Jim Blasingame for almost 20 years now, and you’ll find dozens of our conversations on his website.  We just sat down a few weeks ago for a great conversation about selling fundamentals and the strategic use of stories.  Here’s a link to over 100 interviews done over the years, including my most recent interview that explores our many behaviors we display that are based more on a default mechanism than actual logic. https://www.smallbusinessadvocate.com/small-business-experts/rob-jolles-134

We posted a video series on delivering amazing online presentations with my friend, Jeremy Webb.  We go over some great stuff including:

• How to Select the Best Equipment for Online Presentations
• Pro Tips for Sustaining Interest in Online Presentations
• How to Look Like a Pro!
• Public Speaking Anxiety Tip
• Virtual Office Setup for Online Presentations

You’ll find the whole playlist here: https://www.youtube.com/playlist?list=PLRO7BsBDl6oL-6ZPW3O01x-g5PiR38ljL

I was recently interviewed on the “Salesman Podcast,” which was a lot of fun. If you’re looking to Change Minds, check out this podcast: https://www.salesman.org/the-simple-step-by-step-process-to-influence-anyone-with-rob-jolles/

I loved talking about the book, Why People Don’t Believe You on a podcast that I’m sure you’ll like called Onward Nation: https://predictiveroi.com/podcasts/rob-jolles/

After 30+ years as a professional speaker and trainer, one of the most common questions I get is this: “How do we make sure the training sticks?”  Take a moment and listen to this podcast; “SalesChats” with John Golden.  If you want to know why most training fails, listen up! https://www.youtube.com/watch?v=KR3dDOlTK7U&list=FLxBXKhqz0xBwbUPMqNthAJA&index=2&t=1293s