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...
by Rob Jolles | Jul 16, 2021 | Public Speaking, Sales Training
Once upon a time, I dreamed of being an actor. This dream was fueled by a steady diet of watching war movies at home with my dad, going to movies with my brother and watching Lewis Martin movies alone. The first job I ever had was working as an usher at a movie...
by Rob Jolles | Jul 2, 2021 | 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 | Mar 12, 2021 | Sales Training
It seems basic to be told, taught, and monitored 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...
