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....
by Rob Jolles | Mar 30, 2012 | Motivation, Sales Training
There are a number of important questions that every salesperson must ask. Some of these questions involve gaining a commitment to change, the clarification of objections, earning the client’s trust, or even creating urgency. Some questions involve a final...
