by Rob Jolles | May 5, 2023 | Sales Training, success
When working with others, our goal is to be persistent enough to be the first person who comes to mind when someone is considering what you have to offer. The trick is to be persistent without being pushy… Is there a difference between being persistent and being...
by Rob Jolles | Apr 21, 2023 | Public Speaking, Sales Training
There are so many unusual ironies that surround the world of selling, and one of them is the odd relationship between product knowledge, and how and when to share that product knowledge with a client. Our instinct is to try and show our clients how...
by Rob Jolles | Mar 20, 2023 | Sales Training
Listen Here On Apple Podcasts It’s been suggested that an overwhelming amount of customers don’t do any kind of a win/loss analysis. This means they don’t understand why they win business and more importantly why they are losing business. Twenty-five year...
by Rob Jolles | Mar 10, 2023 | Sales Training
So, there you are, coming down the homestretch with a customer you are trying to sell, and you get to the price. That price disclosure is met with a small groan, a wince, and a tug of the chin. Let’s assume you’ve done a great job of creating urgency, and a great job...
by Rob Jolles | Feb 24, 2023 | Sales Training, success
Let me set the stage for you. It’s a small sales bullpen with an all-star cast of characters. Ed Harris, Alan Arkin, Jack Lemon, Kevin Spacey, and Alec Baldwin. It’s a stormy night, and you can hear the thunder as Alec Baldwin...
by Rob Jolles | Feb 10, 2023 | Sales Training
When you attempt to create trust in a conversation with others, three of the first four moves are pretty simple. You need to keep your questions open, you need to listen, and you need to avoid asking problem related questions. So, assuming you...
