About the Book
Persuade, Don't Push!
Surely you know plenty of people who need to make a change, but despite your most well-intentioned efforts, they resist because 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 stories-will help you ensure that changing someone's mind is never an act of coercion but rather one of caring and compassion.
Table of Contents:
Preface
Chapter 1 - Changing Minds; Changing Lives
Chapter 2 - Inside the Minds of those you are Changing
Chapter 3 - Establishing Trust
Chapter 4 - The Blueprint for Changing Minds
Chapter 5 - Committing to Change
Chapter 6 - Initiating Change
Chapter 7 - I Object!
Chapter 8 - How to Change YOUR Mind
Who Am I? A "Sto-em"
How to Change Minds Worksheet
Appendix: Influence without Manipulation
Acknowledgments
Index
About the Author
About the Author :
Rob Jolles is president of Jolles Associates, Inc., an international training consulting corporation, was a record-setting salesperson and sales trainer for New York Life and Xerox, and draws on more than thirty years of experience changing people's minds. He is the author of four previous books, including Customer Centered Selling.
Review :
“This book takes you on a wonderful journey to greater understanding of how to persuade, while transcending the boundaries of traditional selling, and into the hearts and minds of anyone who needs to influence behavior.”
—Brian Tracy, author of Kiss That Frog!
“How to Change Minds coaches readers on the fine point of ethical persuasion. If you want to change minds the right way, reading this book is the right thing to do.”
—Ken Blanchard, coauthor of The One Minute Manager and Trust Works!
“Equally adaptable to business and personal life, How to Change Minds offers a unique perspective on effecting positive change in personal and business relationships. Learn while being entertained by Rob’s personality-infused writing style.”
—Tom Ziglar, President, Ziglar Inc., and proud son of Zig Ziglar
“Rob’s insights on influence and persuasion are fascinating and presented in a powerful and entertaining way. This book is, perhaps, the 21st century’s version of How to Win Friends and Influence People.”
—Dr. Eli Jones, Dean, Marketing Professor, Sam M. Walton Endowed Chair in Leadership, University of Arkansas
“The wisest and most ethical sales trainers share a common goal with psychotherapists—to facilitate their clients’ change in ways that will help them achieve the success they seek. Rob Jolles’s approach will help show you how!”
—Cliff Ayers, PhD, clinical psychologist
“Learning to influence behavior is a powerful skill that all members in the law enforcement community should master. It’s a tool used each and every time we get that call for a barricade or hostage situation. This book will assist all in the law enforcement community with their day-to-day operations, and I would encourage all my colleagues to read this book.”
—Bill Soper, Assistant Commander, Calvert County Sheriff’s Office
“Rob Jolles once again identifies nuanced elements of the selling process no one else sees and presents specific actions selling professionals can take to grow their business. We will be recommending this book to our members.”
—Fred Diamond, cofounder, Institute for Excellence in Sales & Business Development
“As salespeople, we constantly find ourselves walking the fine line between ‘creating urgency’ and ‘being pushy.’ The former is of tremendous importance to any salesperson, while the latter can be disastrous. Rob Jolles examines the nuances of this fine line, offering a unique perspective for anyone to follow. This is truly the microscopic DNA that separates the rock stars from the also-rans in the world of sales.”
—Jim Wolf, Vice President for Sales, TeleVox Software
“Persuasion without a moral compass is an altogether too common form of communication in today’s hectic, technology-based world, where the sound bite and the political gotcha dominate over real dialogue. Experience, clarity of expression, and decades’ worth of teaching relationships have given Rob the insight to write such a book, and I recommend it to anyone seeking answers on this important topic.”
—Robert “Frank” Muller Jr., CEO, Behringer Securities
“The ideas and lessons taught in this book and what Rob has taught many of us for decades on how to influence change have proven to be endless in application. Whether you are consulting with clients, negotiating a deal, leading a team of people, or dealing with your children, it works!”
—Glenn M. Cackovic, Managing Partner, GlobalMacro Capital Management, LLC
“Rob creates entire new systems in the way we think—and if we allow it, it won’t just change our client interactions; it has the power to change our marriage and our friendships for the better. My ability to listen, understand, and influence people for good has been revolutionized since being introduced to his concepts.”
—Nic Heywood, Wealth Management Advisor, TIAA-CREF
