Emotional Intelligence in Sales, Empathy and the Actor’s Magic “If”

“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 Meryl Streep play real people like Florence Foster Jenkins and Margaret Thatcher with such depth and authenticity? How did Daniel Day Lewis give

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{Video} It takes a compelling presentation to win business today

Why your presentation must be compelling If your prospect had a remote, would he be tempted to change the channel on your presentation or demo?  That’s a tough question to ask yourself, but given the number of choices today’s buyers have and the demands on their attention, you need to

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5 Ways to Get Greater ROI out of your Sales Kickoff

What does your team remember from last year’s Sales Kickoff? The theme?  The awards ceremony?  That awkward moment when the VP of Marketing tripped walking toward the podium? What about all those great new selling tactics your sales team was introduced to?  How many of those are actually being used

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What’s Your Sales X Factor? 5 Questions to Find Out!

Yes, it’s the name of a popular television show, but it’s also an extremely important quality that salespeople need to have in today’s competitive marketplace. X Factor, def: “A variable in a given situation that could have the most significant impact on the outcome.” What is the Sales X Factor?

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(Video) What’s the difference between conversational presentations and traditional presentations?

Conversational Presentations vs.Traditional from Julie Hansen on Vimeo. I often get asked “What’s the difference between conversational presentations and more traditional presentations?” Traditional presentations are probably what most of us are familiar with.  They typically involve going through a slide deck in a linear way with limited audience participation.  While this

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Unleash Your Sales Presence with the Actor’s 3 C’s

Robert Downey Jr.s’ got it.  So does Emma Stone. Orlando Bloom?  Not so much.  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, two or twenty people? 

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Audio Tip: How to Make Your Presentation “Sticky” – So Buyers Can’t Forget You!

Long buying cycles and increasingly complex sales mean most of today’s presentation or demonstration ends don’t end in a signed contract.  But they do ensure the sales process moves forward – IF – the buyer can remember them!  In this audio you’ll learn how to make sure that your message is

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Audio Tip: Bring your Sales Script to Life with these Acting Techniques

  Click on link below to listen to this week’s 5 Minute Tip: Audio Tip:  Bring your Sales Script to Life with Acting Tips

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Don’t get blind-sided! 5 common objections in your presentation you must prepare for

No matter how prepared you think you are for your presentation, objections can – and will – come up.  Perhaps you missed something in your discovery, the prospect’s circumstances have changed, or new people are involved.  While it’s impossible to prepare for every potential objection, the overwhelming majority of objections

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Does Your Presentation Have One of These Bad Movie Endings?

Have you ever sat through a good movie, only to leave disappointed or confused by a bad ending?  Like a movie, a presentation can build up a lot of good will, only to tear it all down in those final few moments.  Some endings seem to go on forever, Lord

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