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JOLLES ASSOCIATES, INC.

Phone: 888-Jolles 8 (888-565-5378)

Web: www.jolles.com

Email: [email protected]

KEYNOTES that inspire

LESSONS that last

SEMINARS that challenge

ROB JOLLESSales and Training Expert, Bestselling Author

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.

Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises, from parents to professional negotiators. His best-selling books, including Customer Centered Selling and How to Run Seminars & Workshops, have been translated into more than a dozen languages. He lives in Great Falls, Virginia.

• 30 years informing, inspiring, motivating, and entertaining audiences worldwide

• Most tenured sales trainer in Xerox history

• Co-creator of the Xerox Institute of Customer Education

• Customer Centered Selling, Business Best-Seller, 8 Weeks at #1 and over 100 weeks in the top 20. Named by Books, Etc. to the national “Top Ten Must Reads” list. Recently released by Simon & Schuster in its 2nd Edition.

• Newest book, How to Change Minds recently released in paperback, EBook, Enhanced EBook, and Audio Book.

• Personally trained every sales instructor hired by Xerox for ten years.

Author of:

www.jolles.com — 2 — [email protected]

ABN & AMROAetna Insurance CompanyA.G. Edwards AIM Funds American Express American General SecuritiesAmerican Polygraph Assoc.American UniversityAmeriStar InvestmentsArvest, Inc.AT & T B.B.& T. Investment Services Baan Corporation Baltimore County PoliceBank of America Bank of OklahomaBank South Investment ServiceBankmarkBankOneBarnett Bank Black & Decker Brenton Brokerage ServicesBritish Aerospace Brownell Travel Brookhaven Laboratories Cabela’sCalifornia Federal Bank CCB Investor Services Chemical Investment ServicesChubb SecuritiesCIMB Bank Malaysia Citicorp Columbia Management GroupComet Industries Compass BanksDean Witter DOOR Training & Consulting Edentec Edison Plastics Company Edward Jones Elan InvestmentsEnterprise Equitable Essex CorporationFidelity Investments Financial Network Investment First Chicago Bank First Citizens Investor Services

First Union Bank Foundation SourceFMC Corporation General ElectricGenosys Biotechnologies, Inc.Genworth FinancialGeorge Mason UniversityGeorge Washington UniversityGlenfed Brokerage ServiceGoldman SachsGranite RockGruntleGuaranty BankHarvard UniversityH.D. Vest Financial ServicesHiberniaHuntington Investment CoHy-Vee CorporationIKON Office Solutions, Inc.InterContinental Hotels GroupInvestment Centers of AmericaJanus FundsJobson MarketingKCH Services, Inc.Kinkos Copy CentersKirkpatrick / PettisL-3 CommunicationsLederle LaboratoriesLegg MasonLiberty FundsLincoln Property Co.MACRO Consulting GroupMallinckrodt, Inc. Mark Twain BrokerageMarcus EvansMarketing One Securities, Inc.Marymount UniversityMercantile BankMerrill Lynch Michigan BellMichigan State PoliceMicrosoftMontgomery County BarMorgan StanleyMotorolaMurphey Favre Inc.Mutual Service CorporationNASA

NASDAQNations BankNations FundsNatus MedicalNetwork Software AssociatesNortel NetworkNorthrop Grumman NorwestNovametrix MedicalPark City GroupPaul Revere Insurance GroupPuritan BennettQuick & ReillyRalston PurinaRaymond JamesRiverSource Investments Roney & Co.San Diego Business JournalSanwa BankSmith BarneySouthTrust Securities, Inc.Spaulding & Slye, Real EstateState Street Global AdvisorsSun America Securities, Inc.Sun Financial GroupSun Trust BankSynovus Securities, Inc.TDS TelecomTime WarnerTotal Gas CorporationToyotaTrustmark Financial ServicesUnion Bank Investment United Motor Coach Assoc.University of HoustonU.S. Chamber of CommerceU.S. EndoscopyUSF & GValpak Direct Marketing Van Kampen FundsWaddell & Reed Walt Disney CorporationWells FargoXerox Canada, Egypt, Mexico & USAZions Investment ServicesZYMED Laboratories



HOW TO CHANGE MINDS

In Robert Jolles’ new book, How to Change Minds ($17.75, June, 2013, Berrett-Koehler), Jolles uses hundreds of personal stories—some humorous, all heartfelt—to show exactly how to create positive change with others. Influence without manipulation, says Jolles, isn’t a pitch—it’s a process. And Jolles’ process, now spanning three decades and four continents, comes with a promise: It is “repeatable, predictable, and measurable.” It is also simple, capable of being adapted by anyone, any time, to any situation.

CUSTOMER CENTERED SELLING

Robert Jolles’s Customer Centered Selling 2nd Edition ($16.00, September, 2009, Simon & Schuster), put to good use by Xerox Corporation’s highly successful staff, outlines a step-by-step technique that teaches anyone who wishes to learn the process of persuasion by reversing the conventional selling process. Just out in its 2nd edition, this book provides a systematic approach that prepares the reader to anticipate… and influence behavior. Eight weeks at number one and over 100 weeks on the Business Best Seller list, this book has now been translated in over a dozen languages.

THE WAY OF THE ROAD WARRIOR

In The Way of the Road Warrior ($22.95, November 2005, Jossey-Bass), Robert Jolles shares the wisdom gained through over 2 million miles in the air and 22 years on the road. While traveling domestically and internationally for business, Jolles took notes – for over ten years on his experiences, and now offers insights on the sometimes difficult balancing act between work, travel, and family. With a humorous approach to a challenging topic, readers will not only finish The Way of the Road Warrior better informed, they will find themselves completing their own emotional journey better informed, inspired and motivated as well.

HOW TO RUN SEMINARS AND WORKSHOPS

Robert Jolles’s How To Run Seminars And Workshops 3rd Edition ($19.95, August 2005, John Wiley & Sons) is a true training treasure. Now in its third edition, and now in its 15th year on the bookshelves, this book will assist anyone who needs to present information to any audience. This thoroughly revised edition of the best-selling skill-building consultant guide, is a revision of its successful predecessors-which have sold over 100,000 copies since it was first published in 1993.

MENTAL AGILITY®

Is the speed at which someone thinks a gift, or can it be taught? Rob Jolles not only says it can be taught, he teaches you exactly how. In Mental Agility® conditioning the mind to think quicker under pressure, controlling a conversation, and persuading those around us to do what we wish, allows us to maximize the use of the Mental Agility® we all possess. The key to acquiring Mental Agility®, is merging improvisational skills to repeatable, predictable business processes. In this book – they do! Each chapter of the book not only identifies a particular business problem, it outlines a process and practice to truly acquire the Mental Agility® to succeed.


For the past three years, I have managed an in-house training program for our Financial Consultants. At the heart of the 8-day program, are two days with Rob Jolles and “Customer Centered Selling”.

Rob is, without doubt, the most engaging, animated, and stimulating presenter we have worked with. He not only trains an effective process that can be easily duplicated, he motivates as well. His workshops are a well-balanced blend of activity, role-play and multi-media presentations, making for lessons that truly change behavior. Years after consultants have “graduated” from the class, I continue to get correspondence with testimonials to Rob’s lasting impact on their business.

One of the greatest reactions came from a more senior representative who had been through “sales training” many times before. At the end of Rob’s presentation, this gentleman came to me and declared, “Not only will this make me a much better and smarter salesman, but I never looked at my watch once in two days”!

I look forward to a continued association with Rob Jolles and his associates. They have provided us with an excellent presentation, and a sales process that builds confidence and generates long-term business.

Carolyn Augustine Director of EducationPCS Marketing and StrategyPhone: 415-396-3265FAX: [email protected]


For the past ten years, I have been responsible for planning the educational training seminars that our company hosts for financial advisors. We have been very fortunate todevelop a business relationship with Rob and in turn, he has helped us develop programs to strengthen our relationships with our advisors.

It is imperative that we provide the most current information our financial advisors can use to enhance their business. Rob provides sales techniques in a very unique way. He is very entertaining, and yet, at the same time, he delivers a concise message. His energy, enthusiasm and passion for his profession are contagious. Through Rob’s use of stories, humor and exercises, our participants get caught up in the excitement and learning experience.

I would highly recommend Rob Jolles to any company that wishes to make a significant difference in their sales techniques.

Nancy M. E. JohannsenAVP, Sales Conference ManagerVan Kampen FundsPhone: 800-225-2222


To Whom It May Concern,

Over the past 6 years I have had the privilege of providing my sales organizations (Nellcor Puritan Bennett, Mallinckrodt Novametrix and Philips Respironics) with the opportunity to participate in Rob Jolles sales training program “Customer Centered Selling”. In every instance Rob sales training has had a profound impact on these organizations. Not only has the field benefited greatly but the concepts and principals have become ingrained in those organizations thinking.

Our marketing and product releases incorporate customer-focused questions in their training material. Our customer service and order entry functions are trained in the areas of identifying customers issues /concerns and implementing solutions to those problems.

All of the companies mentioned are medical device manufactures and as such our sales professionals tend to be very product focused and clinically focused. Rob’s program helped all three organizations turn our focus from our “marvelous technology” and re-direct our efforts towards identifying customers problems clarifying those problems and implementing solutions that met our customers needs.

I unconditionally recommend Rob’s program and endorse its use for any sales organization.

Sincerely, Gary McAndrewVice President of SalesPhilips Respironics Medical Systems


Van Kampen FundsNancy Johanson, Vice President, & Sales Conference Manager(Numerous presentations over a 20 year period of time)One Parkview PlazaOakbrook Terrace, IL [email protected] Phone: 800-225-2222

Destra Capital InvestmentsEric Hargens, Regional Sales Director(Numerous presentations over a 20 year period of time)[email protected]: 813-416-1132

Piper / Rudnick LLCFrederick Klein1200 19th Street, N.W.Washington, D.C. [email protected] Phone: 202-861-6668

Leading AuthoritiesRainy Forster1220 L Street, N.W.Washington, D.C. [email protected] Phone: 202-460-4503


It is my pleasure to introduce Rob Jolles; Salesman, Sales Training Consultant, and Bestselling Author.

During his career he has successfully sold for the New York Life Insurance Company, and Xerox Corp.

He became a senior sales trainer for Xerox; personally training every sales trainer employed by Xerox for over six years, and co-directing the Institute of Customer Education for Xerox.

In 1993 he created Jolles Associates, Inc., an international sales training consulting firm whose client list reads like a Fortune 500 Who’s Who, including Toyota, GE, Disney, Harvard University, and over 50 financial institutions.

His bestselling books have been translated into a dozen langauges, and his programs are taught all over the world.

I think you’ll find his comments enlightening, insightful, and most importantly, immediately useable. Please welcome Rob Jolles!

AV requirements are determined by audience size and presentation request, however, here are the typical requirements:

KEYNOTES

• LCD projector

• Screen

• Two flipcharts and markers

• Wireless microphone

• Audio feed from laptop to house speakers

WORKSHOPS

• LCD projector

• Screen

• Two flipcharts and markers

• U-shaped seating set-up


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