Is selling different in the 21st century? Rob Jolles talks with Jim Blasingame about what has changed and what has not changed in selling since the last century, including how to use the vast resources of information that are available today.
What's it like doing business in Malaysia? Rob Jolles has just returned from that country and he talks with Jim Blasingame about some of the things you need to know when doing business in other countries and cultures.
How much does personality impact the selling process? Rob talks with Jim about this, whose personality is the most important, how to be prepared for different personalities, and how to blend -- not impose -- your own personality into the process.
How successful are you when you make a presentation to customers? If you think you could use a little help, listen as these two presentation veterans talk about some of the 21st century presentation fundamentals and tips that will help you make better presentations and close more sales
Selling in the 21st century is different in many ways from selling in the last century, and Rob talks with Jim about how to make sure your small business is making the proper adjustments for the new century customers.
Rob and Jim talk about how some things in selling have changed in the 21st century and some haven't. The trick is to know which is which.
Rob and Jim begin their visit talking about having faith in yourself and your vision. They go on to talk about how to develop greater mental agility, especially when selling.
Rob picks up on the previous topic Jim was talking about - employee recognition - and they discuss that for a few minutes. Next they move on to talk about how to avoid getting caught in a price discussion with your customers by focusing on the value that you offer instead of just what you charge.
Rob and Jim discuss what it's like to be a "road warrior," someone who works away from home a significant number of days -- and nights -- a year. They go on to talk about how to minimize the negative impact this kind of work can have, including how technology can give you back some of those days away from home.
Rob is just back from Warsaw, Poland teaching salesmanship to the businesses in that 25 year-old democracy. Rob talks about what his audiences learned fro him and what he learned from them. This is good stuff, especially if you ever plan to do business in Europe.
