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.
Pub date: June 2013Corporate trainer Jolles gets straight to the point: when you change minds, you change lives. It's a simple concept, and Jolles wrote this book to help people understand how to "push" toward change, an act that represents influence without the "pitch" because it involves listening. By polling 50,000 people over 25 years about how decisions are made, Jolles has identified the steps in a decision cycle and is eager to show readers how to work it. He is patient and clear, and he liberally employs personal and professional examples as well as case studies to make his points. Jolles strives to intrigue and encourages readers to be mindful of "The most important question never asked" or "the first four words" to use when starting a conversation. He takes readers through a hypothetical conversation, suggesting questions to ask along the way that will enable individuals to influence compassionately rather than aggressively. Simple graphics reinforce messages and Jolles includes lists of words that work and those that don't. Reading this book won't transform anyone into a major league influencer overnight, but studying and practicing Jolles's suggestions will certainly help.