Dec BS: Prospects from “Thinking about change” to “Committing to change"

No More Order Taking!

KEYNOTE FOCUS: Sales Performance, Sales Growth, Motivation, Peak Performance

Today’s salespeople are being methodically trained to adopt an “order taking” mentality in business and the repercussions are staggering. In this motivational and spirited conversation, Rob Jolles not only demonstrates proof that this problem exists, he provides a repeatable, predictable approach to correct it.

Audience members are introduced to a “Decision Cycle” that each buyer goes through when making a significant commitment. Audience members are forced to focus away from the products or ideas they are selling and look instead at the way the people make decisions. Trust and urgency are not slogans or taglines. They are critical processes that can be taught, measured, and managed to. There is an art to creating urgency, and when it is used properly it’s one of the most merciful, compassionate approaches to working with a client a salesperson can deploy.

AUDIENCE TAKE-AWAYS

• Learn how to move others past his or her fear of change away from, “I’m thinking about doing it” to “I’m ready to do it.”
• Learn how to increase a sense of urgency in the mind of others.
• Learn how to defuse cost objections.
• Learn how to identify where in the Decision Cycle another person is, and how to strategically work within that cycle to create change.
• A Mental Agility® audience challenge that provides lasting lessons in not just questioning, but listening.

A handout is provided that tracks the presentation to help participants apply what has been taught. Books, and eBooks, are available on request.

Light breakfast and networking will begin at 8am. The speaker will hit the stage at 8:30am and go to 10am. Networking will continue until 10:30am. Since it’s a hybrid program, you can register for the virtual portion starting at 8:30am.

WHO SHOULD ATTEND:

• Business-to-business sales leaders and managers.
• Tech sales professionals.
• Salesforce partners.
• Business owners looking to grow their sales acumen.
• Marketing and sales support professionals.

ABOUT ROB JOLLES

A sought-after speaker and five-time Bestselling author, Rob Jolles has spent over three decades traveling close to 3 million miles in the air teaching, entertaining, and inspiring audiences worldwide. His books have been featured in USA Today, Investor’s Business Daily, Harvard Business Review, Publisher’s Weekly, have spent over 100 weeks on the national Business Bestseller list and have been translated into over a dozen languages. His programs have allowed him to amass a client list that reads like a Who’s Who of Fortune 500 companies, including Toyota, GE, Microsoft, Disney, NASA, Lilly, Bristol Myers Squibb, The Wharton Business School, Northrop Grumman, a dozen universities, and over 50 financial institutions. Rob is also the host of over 350 Pocket Sized Pep Talks, a podcast he launched over four years ago, and now currently in the top 2% of downloads nationally. He lives in Chevy Chase, Maryland.

Host or Publisher Institute for Excellence in Sales