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Rob Jolles joins me on the Salesman Podcast to discuss influence in sales. We start the show by learning a little more about Rob and how he got involved with the science of influence in the first place.
Self belief comes before influence
I ask Rob how important self belief in your own product/service is before you can make others believe in it and Rob explains why this is critical.
“Is this good for me the salesperson? Or is this good for you?”
We then look at the fine line between influence and manipulation in sales. It generally comes down to if you’re acting with your or the customers best interests at heart.
Act to influence
Next Rob gives us an exercise that actors do before they walk on stage to get them into the correct emotional zone. It’s something we salespeople can do as well to get into the right frame of mind (positive, upbeat and ready to hustle) to speak with prospects both on the phone and in person.
The process of influence
Rob thinks the same way that I do in that things only have value in business if there is a clear process that make it repeatable.
He explains the step by step process of influencing people starting at clearly showing the problem (most people know there’s a problem but it’s not a big enough pain in their ass to bother fixing just yet) and closing the deal.
“We don’t fix small problems, we fix BIG problems.”
We wrap up the show by diving specifically into ‘trust’ as during our conversation it seemed to be the backbone of our conversation. Again we look at processes to build trust and if it can ever be earned back once it’s been broken.
Guest info:
A sought-after speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide.
Rob draws on more than thirty years of experience to teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. And in showing clients not just “how to” but also “why to,” he stirs individuals and companies to create real, lasting change.
Additionally his best-selling books, including Customer Centered Selling and How to Run Seminars & Workshops, have been translated into more than a dozen languages.
Show notes:
Books mentioned:
How to Change Minds; The Art of Influence without Manipulation
Customer Centered Selling: Eight Steps to Success from the World’s Best Sales Force
The Way of the Road Warrior: Lessons in Business and Life from the Road Most Traveled
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
