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How to Change Minds
Surely you know plenty of people who need to make a change. But despite your well-intentioned efforts, they resist—because even when it’s in their best interest, people fundamentally fear change. As a salesman, father, friend, and consultant, Rob Jolles knows this scenario all too well. Drawing on his highly successful sales background and decades of research, he lays out a simple, repeatable, predictable, and ethical process that will enable you to lead others to discover for themselves what and why they need to change. Whether you hope to make a sale or improve a relationship, Jolles’s wise advice—illustrated through a bevy of sometimes funny, sometimes moving, always illuminating ...
Customer Centred Selling
For almost two decades, tens of thousands of sales people have learned the lessons presented here by Xerox trainer Robert L. Jolles. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling practice. Jolles provides a systematic approach that teaches you to anticipate, and influence, customer behaviour as the customer moves through an eight-stage 'decision cycle'. Only after you understand the steps of this decision cycle, Jolles cautions, are you prepared to match it to your 'selling cycle'. At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer, making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion. The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios.
How to Run Seminars & Workshops
The Trainer's Guide to Training Most new trainers and presenters know all they need to know about their chosen subject. Unfortunately, few of them actually know how to present what they know. For more than a decade, Robert Jolles's How to Run Seminars and Workshops has taught tens of thousands of people how to sell, teach, stand up, and deliver an effective training session on almost any subject in almost any setting. This new Third Edition updates this classic guide for anyone who has to get up and move an audience. Just as he did in the book's previous editions, Jolles-former head of Xerox's world-renowned "train the trainer" program-shares proven, effective techniques for winning over an ...
Why People Don't Believe You...
The veteran success coach offers practical strategies for projecting credibility at work and in life. For some, projecting confidence and credibility is second nature. For others, it seems like a foreign language they’ll never learn—until now. In Why People Don't Believe You Rob Jolles leverages decades of experience to equip readers with empowering and practical tools for building the kind of credibility that leads to business and social success. Jolles argues that credibility is as much about attitude as it is about aptitude. So-called “soft skills” like pitch, pace, and tone of voice, are a crucial part of how people perceive us. As he puts it, “it’s not the words, it’s the tune” that really makes us memorable and credible. Why People Don’t Believe You will help readers cultivate a robust mental framework and a set of “performance skills” to tackle self-doubt, feel more confident, and project credibility. He offers specific tactics and practices for successful communication, advice on handling setbacks and moments of insecurity, and reveals how to sustain your newfound credibility for the long haul.
Mental Agility
A sure-fire system for learning to think fast on your feet--the key to selling your message, influencing others, and captivating your audience
From Diversion to Subversion
"Examines the wide-ranging influence of games and play on the development of modern art in the twentieth century"--Provided by publisher.
The Science of Health Disparities Research
Integrates the various disciplines of the science of health disparities in one comprehensive volume The Science of Health Disparities Research is an indispensable source of up-to-date information on clinical and translational health disparities science. Building upon the advances in health disparities research over the past decade, this authoritative volume informs policies and practices addressing the diseases, disorders, and gaps in health outcomes that are more prevalent in minority populations and socially disadvantaged communities. Contributions by recognized scholars and leaders in the field—featuring contemporary research, conceptual models, and a broad range of scientific perspecti...
Building a Magnetic Culture: How to Attract and Retain Top Talent to Create an Engaged, Productive Workforce
Attract top talent and energize your workforce with a MAGNETIC CULTURE “Sheridan outlines simple but powerful steps to take in creating and maintaining an organization that fosters an environment with similar attraction.” —Marshall Goldsmith, Ph.D., international bestselling author of MOJO and What Got You Here Won’t Get You There “A compelling case for and guide to the creation of a high engagement/high performance workforce.” —Douglas R. Conant, retired president and CEO, Campbell Soup Company; New York Times bestselling author of TouchPoints “It’s impossible for any company to have a monopoly on talent. But it is possible to have the best culture. Sheridan shares insight...
Portfolio Life
Praise for Portfolio Life "Dave Corbett's book turns two simple ideas into a program for life-enrichment, that you can create a life expressly for yourself and that the so-called retirement years are the best time to do it. Drawing on a lifetime of work with people who were rethinking what they wanted and their direction, he shows how to do both those things. Be warned: If you read the book, you're going to be changed. But I think you'll like how you turn out." --Bill Bridges, author, Transitions and Job Shift "Dave's book reveals a powerful and profound formula for crafting a genuinely rich life. If you agree that retirement is passé, and you are a lifelong learner and have a desire to mak...
Customer Centered Selling
"Business Week" recently hailed Xerox's renowned sales force as "the world's best". Now its highly successful, eight-step selling plan is presented by the man who pioneered it. It is a book no sales person should be without.
