How to Change Minds (Enhanced)

The Art of Influence without Manipulation

Rob Jolles (Author) | Robert Jolles (Author)

Publication date: 06/03/2013

How to Change Minds (Enhanced)

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.

This enhanced edition contains ten videos totaling over 25 minutes in length. For many of the skills taught in this book, the author provides a video role-play showing that skill in action. In other videos, he underlines the crucial ethical nature of persuasion, and even shares an inspirational story cut from the original book. The full How to Change Minds deluxe experience is not to be missed.

  • Lays out a repeatable, predictable process for helping people move past their fear of change and make decisions that will benefit themselves and those they care about
  • Features dozens of personal stories that illustrate the precarious line between influence and manipulation
  • Written by an expert salesman and sales trainer who has spent the last two decades applying his process to all kinds of situations

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.

Read more and meet author below



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Overview

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.

This enhanced edition contains ten videos totaling over 25 minutes in length. For many of the skills taught in this book, the author provides a video role-play showing that skill in action. In other videos, he underlines the crucial ethical nature of persuasion, and even shares an inspirational story cut from the original book. The full How to Change Minds deluxe experience is not to be missed.

  • Lays out a repeatable, predictable process for helping people move past their fear of change and make decisions that will benefit themselves and those they care about
  • Features dozens of personal stories that illustrate the precarious line between influence and manipulation
  • Written by an expert salesman and sales trainer who has spent the last two decades applying his process to all kinds of situations

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.

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Meet the Authors


Visit Author Page - Rob Jolles
Rob Jolles is a bestselling author and sought-after speaker who teaches, entertains, and inspires audiences worldwide. His live programs in North America, Europe, Africa, and the Far East have enabled him to amass a client list that reads like a Who’s Who of Fortune 500 companies, including Toyota, Disney, NASA, a dozen Universities, and over 50 financial institutions. He is the author of How to Change Minds, Customer Centered Selling, How to Run Seminars & Workshops and The Way of the Road Warrior.

Visit Author Page - Robert Jolles

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. You can visit him at his website, www.jolles.com, and read his wonderful "BLArticles®" here.

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Reviews

By Charlotte Ashlock , December 19, 2014
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Table of Contents

Preface

1 Changing Minds-Changing Lives

2 Inside the Minds of Those You Are Changing

3 Establishing Trust

4 The Blueprint for Changing Minds

5 Committing to Change

6 Initiating Change

7 ""I Object!""

8 How to Change Your Mind

Who Am I? A ""Sto-em""

How to Change Minds Worksheet

Appendix: Influence without Manipulation

Acknowledgments

Index

About the Author

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Endorsements

This book takes you on a wonderful journey to greater understanding of how to persuade.

~Brian Tracy

Author, Eat That Frog, Goals, Flight Plan, Kiss that Frog!

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