Robert Jolles joins Jim Blasingame to reveal successful methods of encouraging, dealing with, and answering the objections that, with all the other changes in the marketplace, have not, and will not be, going away, starting with clarifying.

Robert Jolles joins Jim Blasingame to reveal some of the types of objections prospects have, and how to deal with each one, including minimizing and confirming that answered objections are now behind you.

Rob Jolles joins Jim Blasingame to reveal two reasons why too much sales training by small businesses fail, including too much motivation and too much product training, and not enough sales fundamentals, like role playing.

Rob Jolles joins Jim Blasingame to reveal other reasons sales training fails, including reinforcing and practicing bad fundamentals, and trying to wait for just the right time, when you should train all the time.

Rob Jolles joins Jim Blasingame to compare notes on some of the selling fundamentals they both learned while at Xerox, and why those fundamentals are more valuable today than ever before.

Rob Jolles joins Jim Blasingame to reveal the challenge many salespeople have when transitioning from the discovery and acceptance steps of a sale, to the step where you ask for the business.

Robert Jolles joins Jim Blasingame to talk about the power of imperfection and how to use it to your advantage.

Robert Jolles joins Jim Blasingame to talk about why doing your best, with the time and information you have, is as close to perfection as you’re going to get.

Robert Jolles joins JIm Blasingame to reveal why salespeople make sure they know what they’re selling at the time, whether for an appointment or a trial close or the big contract, don’t over talk it.

Robert Jolles joins Jim Blasingame to reveal why salespeople should find what works in as few words and time as possible and “lock it down” to use over and over as long as it works.