by Rob Jolles | Aug 28, 2026 | 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 financial...
by Rob Jolles | Aug 14, 2026 | 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 friendship. ...
by Rob Jolles | Jul 17, 2026 | Sales Training
The title of this Blarticle® poses a great question, and I’ll always have a soft spot in my heart for Aetna Insurance Company for teaching me the answer… quite by accident. Aetna had signed up for Xerox sales training and I flew off to pilot the training in their...
by Rob Jolles | Apr 24, 2026 | Sales Training
It seems basic to be told, taught, and prodded to ask questions when we communicate with clients. I can’t imagine anyone who has been trained to sell who has not been taught this lesson… and taught this lesson multiple times. Well, I’m here to tell you it’s working! ...
by Rob Jolles | Feb 13, 2026 | Public Speaking, Sales Training
Many years ago, I remember watching an old Woody Allen move called “Annie Hall.” It wasn’t my favorite movie, but there was one particular scene I really connected with. Woody Allen was on a first date with Diane Keaton, and he was nervous about the first kiss that...
by Rob Jolles | Jan 16, 2026 | Public Speaking, Sales Training
Like making a good sauce, there are so many ingredients that go into making a great presenter. I happen to believe there is one particular ingredient that stands out from all the rest. Ironically, it’s a somewhat overlooked component because many believe this...
