Overview

For some of us, projecting confidence and credibility is second nature. For the rest of us, it seems like a foreign language we'll never learn - until now. Robert Jolles, bestselling author and expert speaker, preaches that what you say actually matters far less than how you say it--it's the tune, not the lyrics, that truly convinces people. Let's face it - there are some of us who are born with a natural ability to effortlessly communicate with others and be believed. Unfortunately, not everyone possesses this natural talent, and as a result struggle with the simple act of being believed. Frequently, this inability to get others to believe becomes a significant stumbling block affecting those we interact with, and the paths we choose in life. Expert author Rob Jolles has actively mentored and coached thousands who battle with long-term unemployment, and have a particularly acute problem with presenting themselves effectively. The problem, he says, is we rely far too heavily on our words to secure the belief of others, when in reality only seven percent of the emotional impact of our message comes from the words we use. The solution he offers here is building confidence through a series of process behaviors and techniques, and learning how to cope with fear, which can significantly impact how credible others perceive our message to be. Moving past the words, and applying acting and improv skills, along with improving pitch, pace, and tone, his programs have achieved astonishing results.

Full Product Details

9781523095896

Table of Contents

Reviews

"“Rob has once again unlocked the critical steps to mastering that often elusive key to achieving success—believing in oneself.  A simple yet powerful approach for us all!” —Fran Cashman, Global Head of Marketing and Communication, Legg Mason Global Asset Management   “Far too often in the world of sales, consultants have all the right words but the wrong delivery. Rob uniquely turns that around to focus on the natural connection of building a relationship of trust based on not just the words but also the tune—starting with trusting in yourself!” —Mike Wells, Group Vice President, Toyota Financial Services, Americas Region   “Think of the least believable person you know—a colleague, a client, or a friend. Why don’t we believe these people? It’s not what they say; it’s how they say it. Rob Jolles teaches us how to avoid being these people. Get two copies—keep one for yourself and leave the other one on your neighbor’s front porch.” —Martin Lanik, bestselling author of The Leader Habit “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 can’t afford not to read this.” —Ron Pratt, Head of North American Field Sales, Janus Henderson Investors ""We seem to obsess on trying to find the right words to use.  It’s time to obsess on finding the right tune behind these words, and that’s 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 Rob’s book is that it’s an inside job.  This is a must-read for anyone in a position of leadership.    —Orvel Ray Wilson, CSP, CEC, co-author of the legendary Guerrilla Marketing series “What always shines through is Rob’s genuine passion for helping people succeed—whether they’re 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 Don’t 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. I’ve 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 we’re perceived and our credibility are peerless.” —Dana Klein, Vice President, Sales Strategy and Planning, American Beacon Advisors “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 he’s put this wisdom in a new book, Why People Don’t Believe You....” Unless you have more business than you can handle, get your hands on Rob’s new book. You’ll 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 “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 “I’ve watched Rob work his magic time and time again with folks who have taken the worst kind of blow to their confidence—the loss of their job. The tune they sing beyond his process is one we can all learn to carry in any role or situation. It’s 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 Rob’s 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 Don’t 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 results—period!”  —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"

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 can't afford not to read this. --Ron Pratt, Head of North American Field Sales, Janus Henderson Investors We seem to obsess on trying to find the right words to use. It's time to obsess on finding the right tune behind these words, and that's 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 Rob's book is that it's an inside job. This is a must-read for anyone in a position of leadership. --Orvel Ray Wilson, CSP, CEC, co-author of the legendary Guerrilla Marketing series What always shines through is Rob's genuine passion for helping people succeed--whether they're 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 Don't 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. I've 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 we're perceived and our credibility are peerless. --Dana Klein, Vice President, Sales Strategy and Planning, American Beacon Advisors 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 he's put this wisdom in a new book, Why People Don't Believe You.... Unless you have more business than you can handle, get your hands on Rob's new book. You'll 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 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 I've watched Rob work his magic time and time again with folks who have taken the worst kind of blow to their confidence--the loss of their job. The tune they sing beyond his process is one we can all learn to carry in any role or situation. It's 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 Rob's 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 Don't 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 results--period! --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

Author Information

Rob Jolles is a professional speaker, coach, consultant and bestselling author, and President of Jolles Associates with thirty years of experience. He was instrumental in creating, delivering and managing Xerox Corporation's highly touted Train-The-Trainer training every trainer Xerox employed for close to a decade. These programs have allowed him to amass a client list that reads like a Who's Who of Fortune 500 companies, including Toyota, Disney, NASA, Nortel, a dozen Universities, and over 50 financial institutions.

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