It seems simple enough, and we hear it all the time.  “Go with your gut,” or “Trust your instinct. The important question is really whether instinct is truly the best indicator of sound decision making. It is for most animals. A dog shakes after he gets wet, a sea turtle knows to move towards the ocean after hatching, and a bird migrates before the winter season.  These are all examples of simple, and sound instinctive decisions.

But what about a more highly evolved species like human beings?  Is instinct really our friend?  Let’s look at three, simple examples:

Looking to Invest?  Buy Low; Sell High

Truer words have never been spoken when it comes to the most basic investment principle.  After all, who in their right mind would sell a stock when it’s plummeting or buy a stock when it’s trading at its record high?  Uh, well, almost everyone.  The decision to do so is certainly not a logical one, but it’s an instinctive one.

Looking to Create Trust?  Ask Questions & Listen

If I had a nickel for every time I was taught that lesson, or for each time I’ve taught it to others, I’d be swimming in nickels.  I can almost feel the groan from a seasoned sales force when I even bring the topic up.  No one questions that the more the person you are communicating with talks, the more that person likes and trusts you.  Who in their right mind would sit in front of a customer he or she knew little or nothing about, and produce a nonstop monologue of features and benefits touting a solution to a problem that may not even exist?  Uh, well, almost everyone.  The decision to come in talking rather than asking questions and listening is definitely not a logical one, but it’s an instinctive one.

Looking to Handle an Objection?  Clarify the Objection

Receiving an objection to an idea you are putting forth doesn’t diminish your chances of success.  As a matter of fact, it’s an indicator of interest from your client, and has been statistically proven to increase your chances of success… assuming you handle it correctly.  Handling it correctly has to do with fully understanding the objection. Who would rattle off a response without making sure he or she understands the question?  Uh, well, almost everyone. The decision to jump right into an answer without understanding what the objection really is definitely not a logical one; but it’s an instinctive one.  

Are you seeing a pattern here?  William James once said: “Instinct leads, logic does but follow.”  We need to rethink our blind, if not giddy, faith in instinct: 

“It’s time we wake up and realize that instinct is not our best friend. It’s like a slot machine; it pays off just often enough to fool us into believing it should be trusted.”

We’ve all been burned by allowing instinct to run roughshod over our decision making.  I think the first thing we need to do is stop giving instinct a free pass with our decision making.  We can let instinct lead us to the doorway, but logic needs to be consulted before we walk through it.

The second thing we need to do is reinvest in logic. As a free-thinking, creative person, this is not an easy thing for me to say. I get it: Logic slows us down.  Logic is often a dull, protracted set of concrete rules and formulas that can be the killjoy of the party.  Let’s consider this one, last question:  If you have a decision to make, and the impact of that decision could have the potential of changing your life, would you choose to put your fate into the hands of a spontaneous feeling without a logical foundation, or would you prefer to choose a decision that requires a little more time, a little more fact, and a little less fun?  

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 oh yes; entertain!   https://podcasts.apple.com/us/podcast/pocket-sized-pep-talks/id1497772972

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 took another spin on, “The Abundant Accountant” podcast, and talked about a number of issues including  why sales training so often fails found here:  https://theabundantaccountant.com/episode-101-why-sales-training-for-accountants-and-tax-firm-owners-fails-and-how-to-avoid-it-with-rob-jolles

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