by Rob Jolles | Dec 3, 2021 | Sales Training
I’ve always enjoyed a good courtroom drama. The maneuvering – the intrigue – the excitement! By watching those shows, you can learn a great deal about what to do, and what not to do. It’s always fascinating to watch when a lawyer is held in contempt of court. This...
by Rob Jolles | Nov 19, 2021 | Sales Training
Have you ever wondered what drives people to consider change? In the world of sales, we not only wonder about it, we’re consumed with it. It’s what drives people to take action, often before a salesperson is even present. It can represent a real struggle. Like two...
by Rob Jolles | Oct 22, 2021 | Sales Training
At some point in our lives, we’ve all experienced the dreaded, “Buyer’s Remorse.” Quite frankly, I think it’s more of an anomaly to not feel some sort of remorse after a difficult buying decision. Usually, the larger the decision, the greater the feelings of remorse...
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 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...
