by Rob Jolles | May 31, 2012 | Corporate Communications, Motivation, Public Speaking, Sales Training
Putting on a presentation, and having someone from the audience take shots at you can throw even the most grizzled speakers. Often adhering to the rule, “The first one is free” will allow you to maintain your dignity, and rise above it. People can make awkward and...
by Rob Jolles | May 18, 2012 | Motivation, Sales Training, Self Help
Through our lives, we may be called a nickname or two. I had plenty of them. When I was five years old, my hair was very short, and my Dad called me “bur head.” If it came from my Dad, it was alright by me. I was called “Broadway” in high school, “Peppy” in...
by Rob Jolles | May 11, 2012 | Motivation, Sales Training
Let me set up a scenario for you that might sound familiar: You’ve worked hard to secure business with a prospect whose business you really wanted. Although there are a handful of competitors, it really should come down to you and one other strong competitor. Your...
by Rob Jolles | May 4, 2012 | Motivation, Sales Training
When I was recently working with a group of sales professionals, a discussion broke out that represented an interesting moment of truth. I was trying to convince this group that they were too caught up in the features of the product they were selling. I was trying...
by Rob Jolles | Apr 20, 2012 | Corporate Communications, Sales Training
So much has been written about the need to ask questions. Sometimes I feel guilty reminding people how important it is to ask questions. Need I remind you that the more people talk, the more they like the person they are talking to? I guess not. Should I remind you...
by Rob Jolles | Apr 13, 2012 | Coaching and Mentoring, Sales Training
There are few things that are indisputable when trying to learn about another individual. It all begins with trust. Here’s what I know to be true: No one is going to open up to another individual if they don’t trust him or her. Trust is earned....
