This revised edition of Robert Jolles's classic book on sales technique features brand new material throughout, including illustrations, teaching aids, coaching techniques, and true implementation strategies
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When you have a process, you have a way of measuring what you are doing. When you can measure it--you can fix it "
Customer Centered Selling "teaches the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order-taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches how to anticipate and influence behavior by studying and understanding the client's "Decision Cycle" and critical "Decision Points." Through the use of case studies, interactive activities, and job aids, anyone--from a seasoned sales professional to a manager or parent--can not only learn the power to influence behavior, but can implement these ideas as well. Put to good use by Toyota, Disney, NASA, Nortel, General Electric, a dozen universities, and more than fifty financial institutions, "Customer Centered Selling "provides a step-by-step, consultative process that inspires as it teaches.

Make your message stick with expert help from this classic trainer's resource How to Run Seminars and Workshops is the classic guide for trainers and presenters in any industry. Packed with clear advice and real-world practicality, this book covers all aspects including planning, setup, delivery, coaching, and more including valuable guidance on selling your services. This new Fourth Edition has been updated and expanded, with new information on training simulations, self-marketing, and online delivery. New templates and worksheets help you sell your presentation more effectively, and insider tips leave you equipped to handle any situation that might arise. Novice presenters will find extensive guidance for every phase of the process, and even veteran presenters will learn how to fine-tune and adjust their methods to suit their audience and mode of delivery. Most trainers and presenters know all they need to know about their chosen topic, but very few know how to present it effectively. For more than a decade, this book has been training the trainers from behind-the-scenes preparations to "in the pit" performance and working with trainees hands-on, straightforward guidance shows you how to: * Capture and hold the audience's interest with expert pacing and visual aids * Take advantage of new technologies that make training more accessible * Prepare each session thoroughly to avoid mistakes, malfunctions, and delays * Offer effective feedback, fine-tune delivery, market your services, and more As training departments shrink many disappearing entirely more and more companies are turning to keynote and workshop delivery as a way of reaching key clients. Podcasts are replacing live training, and new technology is continually changing the way presentations are made. Professional trainers and speakers must understand the nuances of any audience/delivery permutation, and tailor their methods to match. How to Run Seminars and Workshops is a trusted resource for presenters seeking to boost their effectiveness at any level, in any industry.

The Handbook for Today's Road Warriors

If your work involves time away from loved ones, long trips across country, and endless searches for a laptop power connection, The Way of the Road Warrior will be the best traveling companion you can have for your next business trip.

Praise for "The Way of the Road Warrior"

"Rob Jolles does it again! The Way of the Road Warrior is an introspective and thoughtful expose of life on the road that can benefit anyone in business, particularly those on the front line."
--Eli Jones, coauthor, Selling ASAP, and executive director, Sales Excellence Institute, University of Houston

"This book is both a surprisingly personal commentary and also a broadly applicable manual for business. We can all benefit from Rob Jolles' invaluable advice."
--David M. Rowell, publisher, The Travel Insider (thetravelinsider.info)

"A must-read for anyone considering a career that requires significant business travel. From my position in the front of the plane, I see the faces that are written about in this book. It is an informative, accurate, and empathetic assessment that anyone who travels, including pilots, should read, and learn from."
--Buzz Collins, pilot, Southwest Airlines

"One word best describes Rob Jolles and why he connects with his readers so well: he is genuine. People listen to him, trust him, and learn from him because he is authentic, because he's been there, and because we relate to him. Don't miss this book! As our trusted advisor, Rob shares some very special insights about pounding the pavement with us... his fellow Road Warriors."
--Joseph A. Sullivan, executive vice president, Legg Mason, Inc.