There are so many unusual ironies that surround the world of selling, and one of them is the odd relationship between product knowledge, and how and when to share that product knowledge with a client.  Our instinct is to try and show our clients how knowledgeable we are. Furthermore, we want to demonstrate that product knowledge as quickly as we can, and for as long as possible.

Our instinct is wrong.

It’s not hard to differentiate a seasoned salesperson from a salesperson who is early in his or her career.  One of the first tells is how anxious that salesperson is to convince the customer how smart he or she is.  Some of that might be due to nerves.  Some of that might be due to insecurity.  The biggest reason that newer salespeople talk so much about their product is because they haven’t learned how to economize what it is they are trying to say.  The longer we stay in our industry, and the more we master our product, the easier it is to find simple ways to articulate the message we want to say.  It sounds easier than it is, because learning that lesson can take some time.

This problem is in no way limited to salespeople.  I find the same problem with trainers, and with those who are tasked with giving presentations.  When you are given new material to present and it’s your first time, your instinct is to try and show the audience how knowledgeable you are, and to demonstrate that knowledge. 

That instinct is wrong. 

Again, it’s not hard to tell a seasoned presenter from a novice.  Novices will use as much time as possible, just trying to impress others with what they know.  Seasoned presenters will spend a lot of their time trying to involve the audience with thought provoking questions, small group exercises, facilitated conversations, and more.  What’s more, much like those who sell, the longer we give presentations, the closer we are to mastering simple ways to verbalize it.  

Strangely enough, you don’t get slower giving a presentation multiple times; you get faster.  French philosopher Jean de la Bruyere said it best when he said:

“We seldom regret talking little, but very often talking too much.”

In the end, it’s a weird irony to realize the less we know, the more we talk, and the more we know, the less talk.  Instead of burying others with what you know, dazzle them with the questions you ask, your ability to listen to the answers, and the creativity you demonstrate in communicating your subject matter. 

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