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 are formed in another person’s mind, all you need to do is connect the dots, and I’ll prove it to you.

When people look at specific solutions to address their needs, they are usually completely unaware of the string of connections that got them there.  For instance, one of my favorite little products is a pair of glasses made from a company called Thinoptics.  This particular company manufactures a thin, lightweight, comfortable pair of reading glasses that can be carried on the back of your phone, purse or pocket.  Many people, like me, can get away without glasses, but once in a while, I’m without a way to make out critical text. You find yourself guessing at what you are reading, and after you guess wrong once or twice, you’ll buy yourself a pair of Thinoptics.  But that’s the finished picture; let’s take a look at how you get there.  

It begins with a problem. Needs don’t drop out of the sky; they actually are formed by the challenges we endure.  It’s not uncommon for people like me to only require the use of glasses when reading smaller print.  I had no need for glasses… as long as my wife was with me; I just borrowed her glasses. When I didn’t have the luxury of her trusty purse, I found myself often straining to read a menu or a text message on my phone when I was out of the house.  I can’t tell you how many times I saw some rather strange foods arrive at my table, or some quizzical replies from those I had sent bizarre text messages to.  Now that you see the problem, let’s connect the dots:

• The Problem Shapes the Need.  With the problem identified, the mind moves and connects to the need.  This usually presents itself as a rather vague desire.  In this case, I found myself wanting a thin, lightweight pair of glasses. I wanted them in a place where I wouldn’t forget to bring them with me.  I wanted them to be thin enough to fit in my pocket.
• The Need Shapes the Solution.  With the need identified, the mind moves and connects to the solution. Like many men, I don’t carry much, so the solution began to take shape as something small that could be connected to my wallet, keys, cash, or cellphone case.

• The Solution Shapes the Feature.  With the solution identified, the mind makes its final move and connects to specific features that both address the need and solve the problem.  In this example, I settled on a 3.75” x 1.94” case that attached to my cellphone, with a width of 0.19 inches for the glasses, and a weight of 1.76 Ounces.

This string of events was in no way random – it was just a matter of connecting the dots.  When you’re trying to help someone past his or her fear of change, you need to be aware of these dots that are being psychologically connected. Now, let’s connect the dots from a salesperson’s perspective.

• The Problem Shapes the Need.  Once you learn about the connection between problems and needs, you see the wisdom of not walking into a situation with someone you’re trying to persuade and asking him or her what they need.  Instead, you spend some time establishing trust and earning the right to ask problem related questions like, “What are some of the challenges you are currently experiencing?”
• The Need Shapes the Solution.  Once you learn about that connection between needs and solutions, you see the wisdom of not going deep into the solution you want to recommend.  Instead, you pivot off those problems and ask questions like, “You mentioned a few minutes ago that you just can’t seem to remember to bring glasses with you.  Are you looking for a solution that allows you to have them with you, but without having to specifically remember to pack them?”
• The Solution Shapes the Feature.  Once you learn about that connection between solutions and features, you see the wisdom of pivoting off those solutions, and providing tight connections between the solution the customer is requiring, and the specific features you offer that satisfy the customer’s requirements.  Once you’ve shown someone features that specifically address the solution he or she is seeking, you certainly won’t have to guess what the answer might be when you ask confirming questions like, “Do you think that will take care of this glasses issue once and for all?”

So you see, when you look at how people make decisions, and how to work within those decision patterns, it’s just a matter of connecting the dots.  Want one more dot to connect?  If you learn to ask questions about problems that your solution is specifically geared to address, you can connect the dot that moves others to your solutions. You will be able to make that discovery their idea rather than yours!  How’s that for a good game of connect the dots?

What do you get when combine energy, enthusiasm… and great content?  You get a “Pocket Sized Pep Talk!”  Tune in and you’ll hear a collection of BLArticles®, conversations, and interviews that are sure to teach, motivate, inspire, and dare I say, entertain!   https://podcasts.apple.com/us/podcast/pocket-sized-pep-talks/id1497772972

I recently appeared on, “The Abundant Accountant” podcast talking about Decision Cycles which can be found here: https://theabundantaccountant.com/episode-92-breaking-down-the-6-stages-of-the-client-decision-cycle-with-rob-jolles

I was also on, “It’s Not Rocket Science! Five Questions Over Coffee,” a fun podcast with Stuart Webb.   You can listen to the podcast here: https://thecompleteapproach.substack.com/p/five-questions-over-coffee-with-rob#details

If you are looking for something to listen to on your next coffee break you might enjoy this brief chat between me and Tom Bailey, Founder of Succeed Through Speaking and the Succeed Through Speaking podcast. Listen closely if you would like some high value ideas to boost your business results.

You can read the transcript here – https://bit.ly/3BOfU7o

You can watch the podcast here – https://youtu.be/w-QgGvweE2M

You can listen to the podcast here – https://apple.co/2YVGWuN

I Zoomed my way to India to speak with Motivational Diaries, and Ashish Janiani.  We spoke for about 30 minutes about sales processes and training for success. 

   Sales Process To Sales Success || Interview With Robert Jolles – YouTube

If you want to read some “Life Lessons” I was able to share in a recent interview, you’ll find them here:  https://worldclassperformer.com/short-life-lessons-from-robert-jolles/

I had the pleasure of appearing on Robert Miller’s, Follow Your Dream Podcast and thoroughly enjoyed the discussion.  We go way back in this conversation to my first memories of performance… at age four!  I’m sure you’ll enjoy it!  https://follow-your-dream.simplecast.com/episodes/rob-jolles-superstar-salesman

I also mixed it up with a wonderful podcaster, Terry McDougall on her Marketing Mambo show.  As she puts it, we “Cha-cha-chatted!”  If you want to hear sales and marketing go toe-to-toe, you’ll enjoy this show. https://www.buzzsprout.com/1569061/8172686-the-art-of-influence-in-sales-and-marketing-with-rob-jolles

I recently did a podcast with a wonderful, new, and up-and-coming star named Jahmaal Marshall.  His podcast is called, “Listen Then Speak.”  I’ve done a lot of podcasts, but we got into topics I rarely talk about, and I’m quite sure you’ll enjoy the show!  https://podcasts.apple.com/us/podcast/listen-then-speak/id1550684472

I’ve appeared on the “Small Business Advocate Show” with Jim Blasingame for almost 20 years now, and you’ll find dozens of our conversations on his website.  We just sat down a few weeks ago for a great conversation about selling fundamentals and the strategic use of stories.  Here’s a link to over 100 interviews done over the years, including my most recent interview that explores our many behaviors we display that are based more on a default mechanism than actual logic. https://www.smallbusinessadvocate.com/small-business-experts/rob-jolles-134

We posted a video series on delivering amazing online presentations with my friend, Jeremy Webb.  We go over some great stuff including:

• How to Select the Best Equipment for Online Presentations
• Pro Tips for Sustaining Interest in Online Presentations
• How to Look Like a Pro!
• Public Speaking Anxiety Tip
• Virtual Office Setup for Online Presentations

You’ll find the whole playlist here: https://www.youtube.com/playlist?list=PLRO7BsBDl6oL-6ZPW3O01x-g5PiR38ljL

I was recently interviewed on the “Salesman Podcast,” which was a lot of fun. If you’re looking to Change Minds, check out this podcast: https://www.salesman.org/the-simple-step-by-step-process-to-influence-anyone-with-rob-jolles/

I loved talking about the book, Why People Don’t Believe You on a podcast that I’m sure you’ll like called Onward Nation: https://predictiveroi.com/podcasts/rob-jolles/

After 30+ years as a professional speaker and trainer, one of the most common questions I get is this: “How do we make sure the training sticks?”  Take a moment and listen to this podcast; “SalesChats” with John Golden.  If you want to know why most training fails, listen up! https://www.youtube.com/watch?v=KR3dDOlTK7U&list=FLxBXKhqz0xBwbUPMqNthAJA&index=2&t=1293s