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How to Change Minds: The Art of Influence without Manipulation
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Format: Paperback, 216pp.
Publisher: Berrett-Koehler Publishers
Pub. Date: June 3, 2013
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Item No: 9781609948290
Description and Reviews
From The Publisher:
We all know people who need to make a change. You know what they need to do, and you tell them what the ramifications are if they don’t do it, and still, nothing happens. Rob Jolles knows this scenario all too well—as a salesman, father, friend, and colleague, he’s seen it repeatedly in business and in life.
In this book, he draws on his highly successful sales background to lay out a simple, repeatable, measurable process for changing someone’s mind. It begins with understanding how people make decisions—what Jolles calls the decision cycle. Once you understand how to identify where others are in their decision cycle, he explains how to establish genuine trust and then move to the most difficult aspect of influence: establishing a sense of urgency for change.
This is not done by telling people what you think they should do, however well-intentioned—people resist being pushed, even in the right direction. Instead, you skillfully ask a series of specific types of questions that lead others to discover for themselves the long-term impact of not changing and to fully embrace the changes they need to make. People feel they have come to their own conclusion, not yours.
Ethics are central to Jolles’s method—you must truly believe you are influencing people’s lives for the better, not manipulating them into making changes for some arbitrary or selfish reason. The book is filled with sometimes funny, sometimes moving stories illustrating how challenging changing minds can be and the frequent gray line between influence and manipulation. Following Rob Jolles’s wise advice will ensure that changing someone’s mind is never an act of coercion but rather always one of caring and compassion.
“How do we discern whether we are unwittingly manipulating someone when our intention is simply to influence? Enter Rob Jolles. A sought-after speaker with a background in sales and training, Rob is an expert not only in the art of influence but also in human nature. How to Change Minds coaches readers on the fine point of ethical persuasion—the art of influence without manipulation. 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!
“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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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.
Table of Contents
|1||Changing Minds; Changing Lives|
|2||Inside the Minds of those you are Changing|
|4||The Blueprint for Changing Minds|
|8||How to Change YOUR Mind|
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