How to Change Minds: The Art of Influence Without Manipulation

The Art of Influence without Manipulation

Robert Jolles

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Sooner or later we all find ourselves in situations where we need to change people's minds to help them see where their best interests lie. It comes up in countless personal and professional situations. As a salesman, manager, corporate trainer, and for 30 years a professional speaker, bestselling author Rob Jolles knows first hand how to translate the lessons in influence traditionally taught to those in sales for non-salespeople.

Jolles lays out a simple, flexible, repeatable process that begins with establishing genuine trust and connection by asking the right questions, not by telling people what you think they need. You're not trying to force someone to come to a conclusion that only benefits you-that is manipulation. Your task is to explore and expose through dialogue the pain caused by the problem the other person is facing, and the consequences that could result from not dealing with the problem, and to work with them so that they see what you're suggesting will benefit them and those they care about. That is influence.

The book is filled with sometimes funny, sometimes moving stories of the principles behind Jolle's approach in action. These stories emphasize the hard line between influence and manipulation. Sometimes we have to take a stand, reach down deep, and help people change their minds. But rather than feeling badly, we need to believe in something bigger. We need to believe there is a clear, ethical line between influence and manipulation, and to stay on the right side of that line.

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.

"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 enforcem


Einband Taschenbuch
Seitenzahl 216
Erscheinungsdatum 04.06.2013
Sprache Englisch
ISBN 978-1-60994-829-0
Verlag MCGRAW-HILL Professional
Maße (L/B/H) 21.6/14.1/1.8 cm
Gewicht 274 g


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  • Preface
    Chapter 1 - Changing Minds; Changing Lives
    Chapter 2 - Inside the Minds of those you are Changing
    Chapter 3 - Establishing Trust
    Chapter 4 - The Blueprint for Changing Minds
    Chapter 5 - Committing to Change
    Chapter 6 - Initiating Change
    Chapter 7 - I Object!
    Chapter 8 - How to Change YOUR Mind
    Who Am I? A "Sto-em"
    How to Change Minds Worksheet
    Appendix: Influence without Manipulation
    About the Author