Make Your Sales Script Sound Authentic with These Acting Tips

The most common question I was asked when I was working as a professional actor was this: “How do you memorize all of those lines?” But the tougher question is really, “How do you make a script sound natural and authentic …performance after performance?” Making a script sound like your

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Sales Presentation Role Play: The Good, The Bad & The Ugly – #1 The Opening

If  you’re having trouble closing…it could be your presentation opening!   If you don’t gain your audience’s attention initially and establish credibility, they’re not going to hear your great benefits, your value proposition or your super close! In this video I role-play how a typical presentation opens.  Take a moment

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Hey Presenters! Hand Over the Microphone! Test your Listening Skills

Warning:  If you can hear a pin drop during your presentation, your audience may be asleep.   Which one of the following is an example of a good listening skill? (A) Address your customer’s objection’s first. (B) Use animated listening. (C) Finish your customer’s question as proof you’re in sync.

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“Why are you wasting my life?!” A wake-up call for Salespeople from Amazon’s Jeff Bezos

“Why are you wasting my life?” Can you imagine a client saying that to you after you delivered (what you thought) was a pretty good, on target presentation?? Jeff Bezos did exactly that after one of his engineers delivered a complicated, boring presentation to the outspoken founder of Amazon. I

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A Good Sales Tip from Breaking Bad: Let the Prospect Connect the Dots

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. Maybe you had to listen to coworkers endlessly dissect each episode

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7 Quick Acting Tips for Sales Pros

Most actors have to audition for every role.  In fact, even Marlon Brando had to audition for his iconic role in The Godfather.  Although he was a very successful actor at that point in his career, there were a lot of qualified actors competing for the part.  He knew he

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Gain Instant Credibility in Your Presentation or Demo with the Movie Critic Principle

Thousands of movie-goers rely on reviews from people they’ve never met to guide them before shelling out hard cash for a movie. We are willing to trust the opinion of a disinterested third-party, whether it’s a website like Flixter or Rotten Tomatoes, or a newspaper or magazine, because they, like

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YOU are The Weakest Link. How to Stop Sabotaging Your Sales.

“You are the weakest link!,” the catch-phrase from the BBC’s popular game show, The Weakest Link was sharply followed by the word “Goodbye” from the blunt, no-nonsense host, Anne Robinson. What does this have to do with you or sales? In sales, there are several links in the chain that

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The ONE thing you must change in your Web Presentation

Bad news: Your attempts to engage your virtual audience by chatting or polling or drawing on the screen won’t make much of a difference UNLESS, you change this one thing in your web presentation or demo. Ready? Here it is: Adjust Your Style What do I mean by this? You

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Catch a Cue: The Actor’s Secret to Better Listening in Sales

A lot of what acting is, is paying attention. ~ Robert Redford Just between you and me: Have you ever  jumped in to finish a customer’s sentence because you thought you knew what he was going to say? How about rushing in to address an objection before it’s even fully out

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