Rob Jolles
Rob Jolles is an American businessman and specialist in customer-centered selling and influence training. He is the author of several books on the subject.
Theories
Jolles' “decision cycle” theory suggests that people come to their own conclusion, rather that of the sales person. Moving a potential buyer toward satisfaction requires their acknowledgement of dissatisfaction.
In How to Run Seminars & Workshops, Jolles wrote that the best way to involve an audience is to begin with fact-based questions, for example: "Can anyone…?" and if they get no responses, ask opinion-based questions, for example: "Does anyone have an opinion…?"
Jolles offers that open-ended queries should outnumber pitch-type statements. In a article by Investor's Business Daily, Jolles explained: "Ask questions and then listen. That's a formula for trust." To establish, trust, Jolles explains that people must ask open questions, actively listen, aim well--to guide the conversation in the desired direction-- and avoid problems.
Works
- How to Change Minds: The Art of Influence without Manipulation (2013).
- Customer Centered Selling: Sales Techniques for a New World Economy (2009).
- How to Run Seminars & Workshops: Presentation Skills for Consultants, Trainers and Teachers (2005).
- Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force (2000).
- The Way of the Road Warrior: Lessons in Business and Life from the Road Most Traveled (2005).
- Mental Agility: The Path to Persuasion (Capital Ideas for Business & Personal Development) (2006).
See also
- Solution selling
- Training workshop
- Social influence