Jolles - How to change minds the art of influence without manipulation

More Praise for How to Change Minds

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 persuasionthe 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!

This book takes you on a wonderful journey to greater understanding of how to persuade while transcending the boundaries of traditional selling and into the heart and mind of anyone who needs to influence behavior.

Brian Tracy, author of Eat That Frog!

The wisest and most ethical sales trainers share a common goal with psychotherapiststo facilitate their clients change in ways that will help them achieve the success they seek. Rob Jolless 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. Its 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 Sheriffs 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 todays 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 thinkand if we allow it, it wont 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

HOW to CHANGE MINDS

The Art of Influence without Manipulation

ROB JOLLES

How to Change Minds

Copyright 2013 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.

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First Edition
Paperback print edition ISBN 978-1-60994-829-0
PDF e-book ISBN 978-1-60994-830-6
IDPF e-book ISBN 978-1-60994-831-3

2013-1

Production management: Michael Bass Associates

Cover design: Ian Shimkoviak, The Book Designers

This book is dedicated to the greatest salesman who ever lived. He was a man who could change a mind in a heartbeat, with the skill of a surgeon. What I learned, I learned from him, and what I write, I write for him. Xerox taught me how, but he taught me why. He was my father. Rest easy, Lion Lee Jolles; your voice and words will never be forgotten.

If I could show you a way, with 100 percent certainty, to maximize the odds of your ability to change another persons mind, would you jump at the opportunity to acquire these skills? Take a deep breath, and consider these words for a moment, because thats exactly what I can do. But theres a catch. Along with the skills you harness when you learn how to change minds comes a moral responsibility. In the words of Franklin Delano Roosevelt, Winston Churchill, and even Stan Lee (to mention a few):

With great power comes great responsibility.

Within the pages you are about to read, I am confident of two things. First, you will find a process that is repeatable, predictable, and allows you the best opportunity possible to change another persons mind. Second, you will find yourself in a front-row seat peering over a thin line that separates influence from manipulation. At times that line can become so thin that the only thing that distinguishes one from the other is sheer intent.