by Rob Jolles | Sep 24, 2021 | Coaching and Mentoring, Motivation, Self Help
“If you can’t explain it simply, you don’t understand it well enough.” – Albert Einstein I was twenty-two years old when I graduated from the University of Maryland. Within two weeks, I found myself working as a salesman for the New York Life Insurance...
by Rob Jolles | Sep 10, 2021 | Sales Training
I’m sure I spend too much time singing the praises of Xerox, but decades ago, there was no other company that could touch the quality of the sales training they offered. Xerox seemed to have a process for everything; how to open a call, how to close a call, how to...
by Rob Jolles | Aug 27, 2021 | Self Help
Take a moment and think about the last time someone you knew well mustered up the courage to ask you for help. No doubt, you displayed kindness, and probably empathy as well. As a matter of fact, my guess is that these behaviors came naturally to you because you...
by Rob Jolles | Aug 13, 2021 | Sales Training
The use of scripts is one of the oldest techniques taught to sales people in how to sell. In my sales career, I had to learn three scripts. The first was a fairly short, punchy one from New York Life called, “The Hundred Man Story.” It tracked the typical...
by Rob Jolles | Jul 30, 2021 | Sales Training
In sales, it seems the toughest prospects are the ones we know best. Have you ever wondered why? It might be because we think we’re overstepping the lines of friendship. When we know someone well, we never want that friend to question our motives for the...
