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
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.
“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
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