Rob Jolles - Why People Don’t Believe You...: Building Credibility from the Inside Out

Praise for Why People Dont Believe You

I have read many books on the topic of selling skills. Many are an entertaining way to spend an afternoon. Rob Jolles never fails to make you better! You will see results! You cant afford not to read this.

Ron Pratt, Head of North American Field Sales, Janus Henderson Investors

We seem to obsess about trying to find the right words to use. Its time to obsess about finding the right tune behind these words, and thats just what Rob Jolles has done. Bravo!

Kathy Richman Wallace, VP Director of Sales Development, Ivy Distributors, Inc.

In a world awash in fake news and alternative facts, presenting yourself as a trustworthy source has never been more important, no matter what field you may be in. And the surprise in Robs book is that its an inside job. This is a must-read for anyone in a position of leadership.

Orvel Ray Wilson, CSP, CEC, coauthor of the legendary Guerrilla Marketing series

What always shines through is Robs genuine passion for helping people succeedwhether theyre sales professionals or the long-term unemployed. Now Rob has brought his wisdom and ideas together into an easy-to-read, immediately actionable book, Why People Dont Believe You.... From learning how to believe in yourself to adopting the right tone and demeanor to back up your words, Rob has developed a playbook for sustainable, long-term success.

John Golden, Chief Strategy and Marketing Officer, Pipelinersales Inc.

Credibility is an elusive trait so many of us strive for, yet we find others may not see it in us. Ive known and worked with Rob for over twenty-five years. No one understands the elements of credibility better than Rob Jolles. His perspectives on how we can improve the way were perceived and our credibility are peerless.

Dana Klein, Vice President, Sales Strategy and Planning, American Beacon Advisors

Rob can take an everyday situation from his past and turn it into an extraordinary and valuable lesson in sales and life. His newest effort is the key to unlock a belief in your inner self to achieve unbounded success.

Douglas Heikkinen, Publisher, IRIS.xyz

Selling is both art and science, and successful professional selling is knowing how to blend just the right portions of both to create a customized story for each prospect. Rob Jolles has been teaching people how to do this for years, and now hes put this wisdom in a new book, Why People Dont Believe You.... Unless you have more business than you can handle, get your hands on Robs new book. Youll thank me later.

Jim Blasingame, award-winning author of The 3rd Ingredient and The Age of the Customer

Part Zig Ziglar, part Dr. Phil, and part Jerry Lewis, Rob has impacted the tune of those in career transition from unemployed to confidently employed! His practical yet powerful advice is easy to digest and can be implemented by anyone looking to develop more impactful relationships.

Bob Korzeniewski, Executive Director, Career Network Ministry, McLean Bible Church

Ive watched Rob work his magic time and time again with folks who have taken the worst kind of blow to their confidencethe loss of their job. The tune they sing beyond his process is one we can all learn to carry in any role or situation. Its the undeniable tune of confidence.

JV Venable, speaker, author, leadership coach, and Principal, Drafting, LLC

Why read this book? Read it because every interaction you have with others matters, and Robs thoughts will give you the understanding of what it takes to ensure you make and leave your mark with believability.

Brian Walsh, Senior Director, Force Management

Rob Jolles once again knocks it out of the park with this book. Why People Dont Believe You... takes a much closer look at the how-tos of communicating and really has opened my mind and my heart to improving this skill set. Read this book, apply the strategies, and enjoy the resultsperiod!

Doug Sandler, bestselling author of Nice Guys Finish First

Sight and sound function differently in the mind. Win the ears of the people, and their eyes will follow. Rob Jolles uses the energy of words and the sounds of words to show us the steps to being both believable and memorable.

Robert E. Silvani, Executive Director, Mercury Capital Advisors

Why People Dont Believe You

Building Credibility from the Inside Out

Rob Jolles

Why People Dont Believe You...

Copyright 2018 by Rob Jolles
All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law. For permission requests, write to the publisher, addressed Attention: Permissions Coordinator, at the address below.

Ordering information for print editions
Quantity sales. Special discounts are available on quantity purchases by corporations, associations, and others. For details, contact the Special Sales Department at the Berrett-Koehler address above.
Individual sales. Berrett-Koehler publications are available through most bookstores. They can also be ordered directly from Berrett-Koehler: Tel: (800) 929-2929; Fax: (802) 864-7626; www.bkconnection.com
Orders for college textbook/course adoption use. Please contact Berrett-Koehler: Tel: (800) 929-2929; Fax: (802) 864-7626.
Distributed to the U.S. trade and internationally by Penguin Random House Publisher Services.

Berrett-Koehler and the BK logo are registered trademarks of Berrett-Koehler Publishers, Inc.

First Edition
Paperback print edition ISBN 978-1-5230-9589-6
PDF e-book ISBN 978-1-5230-9590-2
IDPF e-book ISBN 978-1-5230-9591-9
Digital audio ISBN 978-1-5230-9593-3

2018-1

Cover design by Ian Koviak, The Book Designers. Interior design and composition by Gary Palmatier, Ideas to Images. Elizabeth von Radics, copyeditor; Mike Mollett, proofreader; Rachel Rice, indexer.

This book is dedicated to every person who
at some point in life lost his or her way and was misled
into believing they just werent good enough.

Im quite sure you are,
and if you believe it,
others will, too.

INTRODUCTION
Its Not the Words; Its the Tune

CHAPTER 1
Believing in Yourself

CHAPTER 2
Fear and Response

CHAPTER 3
Getting Others to Believe You

CHAPTER 4
stepping Up Your Game

CHAPTER 5
Putting a Lion in Your Heart

CHAPTER 6
Positivity!

CHAPTER 7
The Politics of success

CONCLUSION
Moving beyond Hope