Episode #046: Customer Centered Selling with Rob Jolles

In This Episode of The Buyer’s Mind with Jeff Shore:

Rob Jolles, the author of Customer Centered Selling, joins Jeff to discuss how sales professionals can be curious about their customer.  As we say all the time on The Buyer’s Mind, once you know your customer, the sale will roll right out in front of you.



Topics we’re going to cover on today’s podcast:

[4:42] Quote of the Day

[5:32] Sales Tip of the Day

[7:15] Xerox training back in the day

[10:56] Curiosity about the customer

[15:37] Customer Centered Selling

[19:08] Sometimes we don’t sell to everyone

[23:08] The role of humor in a sales presentation

[25:48] Staying upbeat

[32:19] Motivational Summary


More about our guest Rob 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.


Links from today’s podcast:

Homestreet Bank 

Rob’s website 

How to Change Minds: The Art of Influence without Manipulation

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.