- Paperback: 216 pages
- Publisher: Berrett-Koehler Publishers (30 Jun. 2013)
- Language: English
- ISBN-10: 1609948297
- ISBN-13: 978-1609948290
- Product Dimensions: 14 x 1.5 x 21.7 cm
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: 661,813 in Books (See Top 100 in Books)
How to Change Minds: The Art of Influence without Manipulation Paperback – 30 Jun 2013
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"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 hearts and minds of anyone who needs to influence behavior."
--Brian Tracy, author of Kiss That Frog!
"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!
"Equally adaptable to business and personal life, How to Change Minds offers a unique perspective on effecting positive change in personal and business relationships. Learn while being entertained by Rob's personality-infused writing style."
--Tom Ziglar, President, Ziglar Inc., and proud son of Zig Ziglar
"Rob's insights on influence and persuasion are fascinating and presented in a powerful and entertaining way. This book is, perhaps, the 21st century's version of How to Win Friends and Influence People."
--Dr. Eli Jones, Dean, Marketing Professor, Sam M. Walton Endowed Chair in Leadership, University of Arkansas
"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 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 c --Nic Heywood, Wealth Management Advisor, TIAA-CREF
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.
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Most helpful customer reviews on Amazon.com
I went from being skeptical to adding this book to my list of recommendations for clients who strive to grow their revenue. I intended to just read the beginning and decide if I wanted to read the rest. The next thing I knew I was half way through the book and just kept going. I might even recommend it over Upside Down Selling: An Integrity-based Sales Approach to Avoid Being Predictable, but don't tell anyone.
If you enjoy this book half as much as I did, then I will have enjoyed it twice as much as you. Stop reading reviews... buy the book, read it, and live it!
Having said all this, more than anything, the book was very personal for me. The book got me seriously thinking about my everyday facility to procrastinate, effortlessly put needed things to do on a back burner and leave them there ad nauseum, and my natural habit to not only fear change, but rebel against it. So the book's addressing the eventual resultant, and often dire consequences for those less than endearing traits got me truly evaluating all aspects of my life. I have resisted taking care of many important issues. At least reading the book has me having serious and thoughtful discussions with myself. Really enjoyed it and obviously found it quite thought provoking.
in this book the reader realizes that by listening carefully to another person and asking thoughtful questions,
it is possible to influence that person. The book was easy to read with funny examples. It will be a book that I
refer back to often and will have many "dog-eared" pages!