Rob Jolles

Biography

Rob Jolles successfully sold and trained for two of the most respected sales institutions in the country. As an insurance agent for the New York Life Insurance Company, he quickly climbed to the upper echelons of the sales field force. Once with Xerox, his selling not only hovered around 200% of his given plan, he was instrumental in creating, delivering and managing Xerox Corporation's highly touted customer sales training programs. As the most tenured Sales Trainer in the history of Xerox, he still remains as their Senior Sales Training Consultant, the only trainer Xerox designated with that title. A published author of two best selling business books, and President of Jolles Associates, Inc., Rob Jolles has not only taught virtually every trainer hired by Xerox for over seven years, his programs teach you the lessons taught by Xerox to their sales force and customers.

Publications

Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. For almost two decades, tens of thousands of salespeople have learned the lessons presented here by Robert L. Jolles, the Sales Trainer with the longest tenure working at Xerox Corporation today. 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 process. Jolles provides a systematic approach that teaches you to anticipate -- and influence -- customer behavior 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. This book is a "must read" for all sales professionals and sales managers and all managers in need of a disciplined approach to persuading others

Titles

Customer Centered Selling The Art of Urgency The Many Myths of Selling Saleminars The Selling Dilemma Mental Agility ® Sales Secrets from the Cinema