Julie Hansen's Sales Blog

A Sales Lesson from The Wolf of Wall Street

Julie Hansen's Sales Blog

Scorsese’s excess-packed The Wolf of Wall Street joins a long line of films (Wall Street, Boiler Room, Glengarry Glen Ross) that cast the sales profession in it’s most negative light.

ACT 130

Get the Appointment using the Actor’s “Moment Before”

Julie Hansen's Sales Blog

“So here I am at my age, still auditioning.” ~ Geraldine Page, age 85 Most actors must audition for every role they get (unless they are Meryl Streep or Denzel Washington).

ACT 70

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Are Your Expectations Hurting your Sales?

Julie Hansen's Sales Blog

If I had my way, if I was lucky enough, if I could be on the brink my entire life – that great sense of expectation and excitement without the disappointment – that would be the perfect state. Cate Blanchett We never know what is going to happen next in life, but we almost

Sales 66

Sales Motivation: What Are You Fighting For?

Julie Hansen's Sales Blog

“Do or do not. There is no try.” ~ Yoda Anna really wanted to sell more, but her actions proved otherwise. Most of her free time was spent on other interests like yoga, book club and catching up on favorite television shows.

ACT 59

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Get the Appointment by Expanding Your Expectations

Julie Hansen's Sales Blog

“I want to top expectations. I want to blow you away.” ” – Quentin Tarantino A Tale of Two Expectations: Lets look at an everyday scenario, like starting your car: In the first scenario, your car’s been running just fine.

ACT 53

The power of storytelling in sales

Julie Hansen's Sales Blog

“Those who tell the stories rule the world.” Hopi Indian proverb Storytellers have influenced public opinion over the course of history. Did you notice how the political candidates weaved stories of ordinary people into their speeches? “Bob, Bob, the auto worker from Detroit who had to take a second job in order to feed his family…Carol, [.]. Uncategorized chip and dan heath Julie Hansen made to stick sales sales tips selling techniques storytelling

Sales 53

Sales Presentations Lack Energy? Let Your Bad Actor Out!

Julie Hansen's Sales Blog

Most salespeople don’t speak with as much energy or personality in business as they do in their personal lives—we tend to flatten things out, pull them in, tone them down. Because we’ve been conditioned to go into “business mode.” What’s business mode, you ask? Think of the soothing voice of an NPR host, a [.]. Sales Presentation Act like a sales pro actors' toolbox bad actor Julie Hansen presence presentation skills sales sales tips

Mad about Sales: 4 Don’ts from Mad Men

Julie Hansen's Sales Blog

Even though I worked in advertising long after the Mad Men era, the ghosts of Don Draper and Roger Sterling could occasionally be glimpsed roaming the halls after a long day, ice tinkling, cigarettes glowing. The agencies I worked for grew in huge exponential bursts, expanding from two employees and a part time receptionist to

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

6 Tips for Preventing Sales “Stage” Fright

Julie Hansen's Sales Blog

“If you give an audience a chance they will do half your acting for you.” ~ Katharine Hepburn Whether you are making a presentation to a crowd of three-hundred or an intimate group of three, the symptoms of stage fright, or performance anxiety, may strike.

ACT 47

The 12 Be’s for a Memorable First Impression: Act 1

Julie Hansen's Sales Blog

Sheryl begins her sales pitch. As she reads from a PowerPoint slide, her voice is tentative, her delivery wooden, and her body language stiff. A crucial seven seconds has passed, and Sheryl is just now becoming more animated, adding gestures, finding her voice, and finally injecting personality into her presentation. But it’s too late. She [.].

ACT 49

Acting Exercise for Sales: Your Physical Warm-Up

Julie Hansen's Sales Blog

“Tension is the occupational disease of the actor.

Move a Prospect from Interest to Action with a 5 Step Dramatic Journey

Julie Hansen's Sales Blog

We’ve talked about how to add drama for a winning sales presentation and how to discover authentic urgency in a prospect. Perhaps you’d like to see how this works in action!

6 Steps from Actors for a Memorable Sales Presentation

Julie Hansen's Sales Blog

“Acting has to do with saying it as if you meant it, so for me the words are always very important. It’s very important for me to know my lines, know them so well that I don’t have to think about them.” ~ Christopher Walken Just as an actor receives a script once he gets [.].

ACT 46

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Building Rapport… When All Else Fails!

Julie Hansen's Sales Blog

“The best time I ever had with Joan Crawford was when I pushed her down the stairs in ‘Whatever Happened to Baby Jane?’” Bette Davis Oh, if we could only work with customers we like, what a wonderful world it would be. But in real life, this is rarely the case. Just like actors who [.].

ACT 44

Empathy: Step into your Customer’s Shoes with “The Magic IF”

Julie Hansen's Sales Blog

“I’m curious about other people. That’s the essence of my acting. I’m interested in what it would be like to be you.” ~ Meryl Streep How did Daniel Day Lewis portray Abraham Lincoln and Meryl Streep play Margaret Thatcher with such depth and authenticity?

ACT 44

Go from hating cold-calling to…not hating it so much in 5 steps

Julie Hansen's Sales Blog

Quick, what’s your least favorite sales role? Cold calling? Closing? Negotiating? You are so not alone. And odds are that your least favorite role is also holding you back from the success you seek. Last week I talked about the 7 Sales Roles, now we’re going to look at a 5 Step process for taking [.]. Uncategorized Act like a sales pro acting cold calling Julie Hansen role-playing sales sales skills sales techniques sales tips selling selling techniques

ACT 48

Sales Exercise: Mentally Warm-Up for those Cold Calls

Julie Hansen's Sales Blog

“Bravery is what you end up doing; it’s not how you feel.” ~ Colin Firth Now you’re loose, energized, and vocally ready to go. Head straight for the phone and make that cold call, right? Whoa there, Trigger!

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Sales Exercise: Your Waiting Room Warm-Up (Plus Bonus 7 Minute Power Warm-up)

Julie Hansen's Sales Blog

Waiting for your prospect—whether you’re in a reception area or on a conference call—can undo most or all of the warm-up and sales call preparation you’ve done if you’re not careful. Besides draining your energy and dispersing your focus, sitting still for even 10 or 15 minutes can give you a bad case of nerves, [.]. Sales Exercise 7 Minute Warm-up Act like a sales pro Julie Hansen sales presentation sales techniques sales warm-up Waiting Room Warm-Up

Acting Exercise for Sales: Your Warm-Up

Julie Hansen's Sales Blog

“The best actors do not let the wheels show.” ~ Henry Fonda Heather was thrilled when she got her dream sales job which involved traveling at least three days a week for a new software company. She was always rushing from plane to taxi, from appointment to hotel.

5 Sales Presentation Tips from the Oscars

Julie Hansen's Sales Blog

The Oscars offer a great opportunity to see how the stars and those behind the scenes handle (or mishandle) their moment in the spotlight.

Top 25 Qualities of a Sales Pro

Julie Hansen's Sales Blog

Show Me the Money! ~ Rod Tidwell (Cuba Gooding, Jr.) in Jerry Maguire (1996) While the ability to close business is certainly a critical selling skill, there is a lot more demanded of today’s successful Sales Pros. Sales people are often called upon to perform roles that challenge them or cause them stress during the [.]. ACT Like a Sales Pro Tip Planning Act like a sales pro cold calling Julie Hansen presence sales skills sales techniques sales tips

ACT 38

Video tip: Increase your sales “presence”

Julie Hansen's Sales Blog

What’s the secret to engaging and moving an audience to take action? Presence. In this video learn 3 acting tips for increasing your sales presence: Click image for Video Tip

Video 40

Franky my dear, I don’t give a damn. 5 reasons why your buyers don’t care.

Julie Hansen's Sales Blog

If you’ve been selling for more than a week, you’ve already heard plenty of excuses from buyers: I need to think about it. I can’t afford it. You’re too expensive. The details may vary, but the reason buyers aren’t anteing … Continue reading → ACT Like a Sales Pro Tip Sales Presentation Uncategorized first impressions Julie Hansen presentation skills sales sales presentation sales skills sales training

Buyer 32

Sales Exercise: Your Vocal Warm-Up

Julie Hansen's Sales Blog

As a seller you make your living off your voice. Just like a singer, an actor or a broadcaster. The greatest sales presentation in the world can be undone by a poorly delivered message. What are you doing to make sure your voice is at it’s very best? Properly warming up your voice is a [.].

How to Manage Sales Prop Malfunctions

Julie Hansen's Sales Blog

“Prop: A hand-carried object small enough to be lost by an actor 30 seconds before it is needed on stage.” ~ The Community Theater Dictionary Whether performing on the Broadway stage or the “Business stage” the truth about props is this: at some point, they will malfunction or disappear.

ACT 34

Want More Appointments? Cue the Suspense, Mystery and Intrigue!

Julie Hansen's Sales Blog

“There are worse things in life than death. Have you ever spent an evening with an insurance salesman?” ” ~ Woody Allen Many salespeople make one common mistake when trying to get an appointment: They provide too much information. Of course we should announce ourselves and explain why we’re calling, but don’t turn this into a two-minute [.]. ACT Like a Sales Pro Tip Acting Exercises Acting tip Storytelling acting for sales Julie Hansen sales tips

ACT 35

Does your elevator speech pass the test?

Julie Hansen's Sales Blog

Tis the season to network like crazy! Opportunities to make new business connections abound in December, yet most people fail to make a lasting first impression simply because they are not prepared to answer that common question, “What do you do?” in a memorable and succinct way. Much of the advice on how to introduce [.]. Uncategorized Act like a sales pro business advice cold calling elevator speech interviewing Julie Hansen networking pitch sales skills selling success

The most dreaded 2 words in sales? Role-playing!

Julie Hansen's Sales Blog

Role-playing. With the exception of cold-calling, is there a pair of words salespeople dread more? While management may call it a “learning experience,” most salespeople know better. Role-playing is a test of their knowledge and their ability to articulate selling points, handle objections and move to close-under the close scrutiny of a manager noting each [.].

7 tips for telling a winning sales story

Julie Hansen's Sales Blog

ONCE UPON A TIME…the ability to tell a good story was merely a handy skill for entertaining friends, clients and coworkers. Now experts are recognizing that storytelling is also a powerful sales tool for differentiating yourself from your competition and driving home your value proposition in a compelling and memorable way. Prospects are told things [.]. Storytelling Uncategorized Act like a sales pro Julie Hansen sales sales tips selling storytelling

ACT 34

Got Presence?

Julie Hansen's Sales Blog

DeNiro’s got it. So does Streep. Newcomer Carey Mulligan has it in spades. Keanu Reeves? Never had it. What is “it?” Presence. If you’re alive and taking up space, you have presence, too. It’s simply a matter of degree. Do you have enough presence to command the attention of one, ten or a hundred people? [.]. Uncategorized actors business advice charisma confidence deniro presence sales sales motivation sales techniques selling selling tips streep

Sales 35

A Surprising Sales Tip from Breaking Bad Creator, Vince Gilligan

Julie Hansen's Sales Blog

Even if you didn’t get swept up in the Breaking Bad saga, it would have been difficult to miss the powerful hold it had on its audience, the awards it racked up or the place it earned popular culture.

ACT 27

7 Tips for Commanding the Sales Stage

Julie Hansen's Sales Blog

“The first time I stepped onto the stage as an actor, I was overcome with fear and self-consciousness. Take command of the stage!’ the director shouted. I immediately started making my actions bigger and more dramatic. I moved about at random, bouncing from one side of the stage to the other.

ACT 30

5 Presentation Winners and Losers from The Academy Awards

Julie Hansen's Sales Blog

The 2013 Academy Awards was chock full of examples of how to knock a presentation out of the park, or fall (and “literally” fall, sorry, Jennifer Lawrence!)

Video Tip: 3 Tips for a Memorable Sales Presentation

Julie Hansen's Sales Blog

The fact is that most sales presentations are dull, data-dumps that are instantly forgettable. In a competitive market where customers are short on time and attention, sellers who present their product/service in a memorable and compelling way are much more likely to win the business. Three Tips for a more Memorable Sales Presentation: You need [.]. ACT Like a Sales Pro Tip Sales Presentation Uncategorized

Video 29

Giving more than lip service

Julie Hansen's Sales Blog

I knew the relationship was coming to an end yet I refused to accept it. After all that searching for the perfect “match” I dreaded going through the hassle of starting over. You might find something better,” friends consoled, but I knew in my heart the replacement would never live up to what I had. [.].

ACT 32

Selling against your Invisible Competition

Julie Hansen's Sales Blog

If I asked you who your direct competition was I bet you could easily recite a handful of names. But what if I asked who your invisible competition was? It’s easy to forget that our prospects are being pursued by scores of people who want or need something from them – other vendors, co-workers, employees, superiors,