by Rob Jolles | Jul 29, 2022 | Sales Training
As a child, I remember one of my favorite games was connect the dots. What initially looked like just a bunch of random dots on paper, could magically be connected to create an unexpected prize, and that prize was a picture. Well, when looking at how ideas...
by Rob Jolles | Jul 1, 2022 | Sales Training, Uncategorized
It’s no secret when it comes to selling, I believe in processes. Xerox drilled this into me. I learned all sorts of selling processes while working for that company. I learned SPIN selling, Buyer Focused Selling, Professional Selling Skills, (PSS,) and more. When...
by Rob Jolles | May 20, 2022 | Sales Training, Self Help
The other day, I was on a coaching call with a client, and the Starbucks name kept coming up. Strangely enough, it had nothing to do with my asking this client to meet me at the coffee shop. It came up because I was asking this client...
by Rob Jolles | May 6, 2022 | Coaching and Mentoring, Sales Training
We often think of the phrase, “timing is everything,” as a way of coping when something doesn’t go our way. The fact is, timing really is everything, but not in the fate versus reality perception. No, when I mention timing, I’m referring to our actual pace of...
by Rob Jolles | Mar 11, 2022 | Sales Training
The whole concept of closing brings with it many myths. These myths are perpetuated by old schools of selling; they placed a heavy emphasis on this particular stage of selling. What’s worse, many are a little intimidated to challenge the old conventional methods of...
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...
