See if this scenario sounds familiar: There you are, ready to make a purchase.  The salesperson has had some difficulty listening and asking questions, but you maintained your composure.  Occasionally, you were even able to interrupt the salesperson’s dissertation about aspects of the product you are mildly interested in, in order to ask a question or state a need.  Finally, the solution is presented.  It comes down to a choice between product “A”, “B” or “C,” and you make the fatal mistake of asking for a recommendation.  See if this exchange below looks, and sounds, familiar:

Seller:  “… and it does this and it does that.”

Customer: “That looks great, and something I sure do need. Which would you recommend?”

Seller: “Oh, sorry, I can’t do that.”

Customer: “Why not?”

Seller: “We’re not allowed to.”

Customer: “WHY THE %*&# NOT!”

If you have not picked it up from the example above, this happens to be a pet peeve of mine.  What a bizarre irony.  Often, when the customer should be speaking, the salesperson will not stop talking.  When the salesperson finally should be speaking, they won’t start talking.  Often times, an opinion is exactly what the customer is paying you for, so, for goodness sake, be opinionated.  

My personal opinion is that there is a definite time for opinions!  When we do things the right way, such as work hard to lead with questions, and help the customer through his or her decision for change, the customer is often looking for an opinion.  We should be offering those opinions! I’ve actually figured out ways to trick salespeople who won’t offer an opinion on a product I’m looking to buy.  I’ll ask them, “If this was for you, or a family member, which would you choose,” and an opinion emerges right away.  I’ve actually used this “trick” recently, and when the salesperson blurted out a response, he placed his hand over his mouth as if he had done something wrong! I told him; “Fine; that’s the one I’m buying.”  Amazingly enough, he seemed perturbed while writing up the sale, apparently frustrated by my tactic to seek out his opinion!

To be clear, it is not okay to inject your opinion and dictate customer problems or customer needs in previous stages of the selling cycle.  It is okay to be opinionated when it comes time to recommend a solution.  It is even okay to show some enthusiasm for the recommendation you are making.  Which approach would you prefer as a customer, if you were preparing to make a major decision:

Seller:  “I think this particular feature is pretty good and should take care of that particular need.”

Or

Seller:  “I think this particular feature is outstanding and, in my opinion, will work beautifully to take care of that particular need.”

Now, it goes without saying that we actually have to sincerely have this opinion of your product, and the solution you are backing is one you truly believe in.  If that’s the case, and I sure hope it is, you do not need to be shy in letting the customer hear this.  Remember, the customer is often struggling with the biggest obstacle in any buying decision; the fear of change.  If you are not excited and opinionated about the solution you are recommending, why would the customer be?

The fact is, I think customers are quietly begging for you to have an opinion.  There’s a lot that goes on before we’re at this stage, but once you’ve come this far, your opinion matters and it reduces the anxiety of the customer.  It’s also one of the kindest moves you can make for a customer. You must remember this; the next move for that customer may very well be to have a sense of buyer’s remorse. When this happens, the customer won’t just hear his or her shaky voice questioning the decision that was made, but also your steady, opinionated voice giving the thumbs up to that recent purchase. Now that’s a voice we all need to hear.

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