Screenwriting Tips for Sellers: 5 Elements you Must Have to Move a Prospect to Action

Like a well-crafted movie or television show, a successful salesperson must grab a prospect’s attention, pique their interest and establish an emotional connection in order to move them to action.  Screenwriters know that there are 5 dramatic elements that must be present in order to engage and move audiences.  Make

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Take me to your leader. Enlisting the help of gatekeepers to get in front of decision-makers

The odds of reaching a decision-maker on your first attempt can be greater than hitting the winning lottery numbers. Chances are you will either 1) end up in voice mail, or 2) speak to someone who will politely inform you that the decision-maker is unavailable but will take a message

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How to Break Out of “Presenter Mode”

                                                                                                                  Illustration courtesy of 24Slides.com In business, most people (and salespeople are no exception) don’t speak with as much energy or personality as they do in their personal lives. They tend to flatten or smooth things out and tamp down the good and the bad news alike. Telling

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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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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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7 Tips for Using Stories in Sales to Win Business

Like a great movie, using stories in sales can make a strong impact on your business audience, differentiate you and your solution and inspire action in a way that delivering information alone simply can not.  On the flip side, a poorly crafted or executed story can cost you credibility, attention and

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Tina Fey’s Improv Advice for Salespeople

“Start with a Yes and see where that takes you.” Tina Fey I’m a big Tina Fey fan and her book Bossypants didn’t disappoint. Not only is it a fun, insightful glimpse behind the SNL cameras, it also shines a light one of the cardinal rules of improv that has

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5 Reasons your Presentation is Boring

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 up typically boils down to this: Frankly my dear, they

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