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How to Change Minds: The Art of Influence without Manipulation Paperback – June 3, 2013


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Editorial Reviews

Review

"Reading this book won't transform anyone into a major league influencer overnight, but studying and practicing Jolles's suggestions will certainly help"- Publishers Weekly

"Jolles' "decision cycle" involves people coming to their own conclusion, not yours. Moving toward satisfaction requires acknowledgement of dissatisfaction." - Dallas Morning News

"This book is not a book of lies, trickery or deception, it is the opposite. We all attempt to influence others for good or ill. Rob Jolles delineates several processes that can help others change." - San Francisco Book Review

"Rob Jolles, an expert on influence, says you can help people stop procrastinating and make a decision. The key is asking the right questions." - USA Today

“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 enforcement community with their day-to-day operations, and I would encourage all my colleagues to read this book.”
—Bill Soper, Assistant Commander, Calvert County Sheriff’s Office

“Rob Jolles once again identifies nuanced elements of the selling process no one else sees and presents specific actions selling professionals can take to grow their business. We will be recommending this book to our members.”
—Fred Diamond, cofounder, Institute for Excellence in Sales & Business Development

“As salespeople, we constantly find ourselves walking the fine line between ‘creating urgency’ and ‘being pushy.’ The former is of tremendous importance to any salesperson, while the latter can be disastrous. Rob Jolles examines the nuances of this fine line, offering a unique perspective for anyone to follow. This is truly the microscopic DNA that separates the rock stars from the also-rans in the world of sales.”
—Jim Wolf, Vice President for Sales, TeleVox Software

“Persuasion without a moral compass is an altogether too common form of communication in today’s hectic, technology-based world, where the sound bite and the political gotcha dominate over real dialogue. Experience, clarity of expression, and decades’ worth of teaching relationships have given Rob the insight to write such a book, and I recommend it to anyone seeking answers on this important topic.”
—Robert “Frank” Muller Jr., CEO, Behringer Securities

“The ideas and lessons taught in this book and what Rob has taught many of us for decades on how to influence change have proven to be endless in application. Whether you are consulting with clients, negotiating a deal, leading a team of people, or dealing with your children, it works!”
—Glenn M. Cackovic, Managing Partner, GlobalMacro Capital Management, LLC

“Rob creates entire new systems in the way we think—and if we allow it, it won’t just change our client interactions; it has the power to change our marriage and our friendships for the better. My ability to listen, understand, and influence people for good has been revolutionized since being introduced to his concepts.”
—Nic Heywood, Wealth Management Advisor, TIAA-CREF

About the Author

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 other books, including the best selling Customer Centered Selling and How to Run Seminars & Workshops, have been translated into more than a dozen languages.

He lives in Great Falls, Virginia.
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Product Details

  • Paperback: 216 pages
  • Publisher: Berrett-Koehler Publishers; 1 edition (June 3, 2013)
  • Language: English
  • ISBN-10: 1609948297
  • ISBN-13: 978-1609948290
  • Product Dimensions: 5.6 x 0.8 x 8.5 inches
  • Shipping Weight: 9.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (21 customer reviews)
  • Amazon Best Sellers Rank: #408,139 in Books (See Top 100 in Books)

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Customer Reviews

A book that will make a difference!
Amazongirl
This book is well written, easy to understand, and also a fun read.
Bodil
Now I know how to persuade somebody in a way that really works.
Charlotte Ashlock

Most Helpful Customer Reviews

14 of 14 people found the following review helpful By Charlotte Ashlock on May 16, 2013
Format: Paperback
Pretty much everyone who walks this earth, will urgently need to persuade somebody at some time or another. It's probably one of the most useful life skills you can have. Reading this book made me realize I was doing it ALL WRONG. Usually, when I try and change someone's mind, all I talk about how awesome MY idea is. I go through all the logical reasons why my idea is better, and I get really frustrated when they won't listen to reason. It was kind of a vicious cycle I was trapped in. Well, this book changed all that. Now I know how to persuade somebody in a way that really works. Basically, you make it all about them, and not about you. You ask them lots of questions about their problems, experiences, and needs. You spend a lot of time listening to them, and the more you listen to them concernedly, the more they trust you. Through your questions, you lead them towards discovering the solution for themselves. When they find the solution themselves, they're much more likely to embrace it. I think all of us make this mistake at times: aggressively pushing our own agendas at the time it matters most. But the harder you push, the harder they push back. By relaxing, and coming from a position of caring about them rather than trying to convince them, you accomplish much more. It's also a much more relaxing way to live life. Also, I just think it's a better attitude for approaching life.

Well, there are a lot more tips in his book than that, but that's the one that made the biggest impact on me. I hope you read it!
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4 of 4 people found the following review helpful By Ian Altman on June 20, 2013
Format: Paperback Verified Purchase
I was a bit skeptical when I opened "How to Change Minds: The Art of Influence without Manipulation." Quickly, Rob Jolles put all of my fears to rest and not only illustrates specific techniques to influence others, but he does a masterful job of showing not only why it is OK to do so, but why it is everyone's best interest. If you have ever seen Rob speak in person, you know that he is entertaining, engaging, and just plain makes you laugh while sharing wisdom. He has figured out how to do the same thing in his book (and I'm jealous).

I went from being skeptical to adding this book to my list of recommendations for clients who strive to grow their revenue. I intended to just read the beginning and decide if I wanted to read the rest. The next thing I knew I was half way through the book and just kept going. I might even recommend it over Upside Down Selling: An Integrity-based Sales Approach to Avoid Being Predictable, but don't tell anyone.

If you enjoy this book half as much as I did, then I will have enjoyed it twice as much as you. Stop reading reviews... buy the book, read it, and live it!
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2 of 2 people found the following review helpful By Bodil on June 14, 2013
Format: Paperback Verified Purchase
This book is well written, easy to understand, and also a fun read. Lots of good examples and stories from the author's own life bring his points home. I found his descriptions of the three personalities to be very interesting, and something that I will pay even closer attention to in all areas of my life. Such a simple way to better understand your customers, friends, and family.
A book I will keep referring back to.
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1 of 1 people found the following review helpful By Amazongirl on June 16, 2013
Format: Paperback Verified Purchase
A book that will make a difference! Trying to change someone's mind can be difficult to say the least, but
in this book the reader realizes that by listening carefully to another person and asking thoughtful questions,
it is possible to influence that person. The book was easy to read with funny examples. It will be a book that I
refer back to often and will have many "dog-eared" pages!
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1 of 1 people found the following review helpful By Scott E. holden on June 8, 2013
Format: Kindle Edition Verified Purchase
While reading this book, it became clear to me, missteps I have made in trying to help or guide others. It could be with a business associate. It could be with a brother in law. I would define "their problem" and immediately offer my solutions. Made sense to me. Trouble is, while there was a lot of head nodding, this method rarely netted positive results or any real change. I never really had their agreement that there was a problem or overcame their resistance or fear of change. A longer, more thoughtful, and empathetic method is offered in the book. I look forward to implementing its process next time I am sitting with someone who I may be able to help with a situation they are aware of, or one where they may not be "seeing the forest for the trees."

Having said all this, more than anything, the book was very personal for me. The book got me seriously thinking about my everyday facility to procrastinate, effortlessly put needed things to do on a back burner and leave them there ad nauseum, and my natural habit to not only fear change, but rebel against it. So the book's addressing the eventual resultant, and often dire consequences for those less than endearing traits got me truly evaluating all aspects of my life. I have resisted taking care of many important issues. At least reading the book has me having serious and thoughtful discussions with myself. Really enjoyed it and obviously found it quite thought provoking.
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1 of 1 people found the following review helpful By Brad on May 29, 2013
Format: Kindle Edition Verified Purchase
This is a great book for basically anyone looking to improve his or her powers of persuasion. Rob Jolles lays out concrete steps that are simple and straightforward, and at the same time teaches us that using these techniques is not a bad thing. I have often had difficulty influencing people to try out new ideas and think outside the box without sounding dictatorial. This book has taught me what I have been doing wrong, and serves as a good punch in the chin toward getting me to present my ideas the right way.
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