All posts by Julie Hansen

For Great Presenters, “Use It, Lose It, or Laugh at It” Rules


As they say in live theater, “the show must go on.” The same holds true for your presentation. Whether the customer throws you a curve ball, you’ve forgotten your slide deck, or can’t access your demo environment, you must carry on. Things change and mistakes happen. Technology and humans are both fallible. The important thing to remember is to remain calm. Not only will keeping your composure help you manage the situation, but it will help your prospect stay calm as well. Keep in mind that your prospect will take his cues from you. If you suddenly look like you’ve just missed the last flight home, your prospect will be understandably alarmed as well. When the unexpected occurs in business, great presenters can find many improv techniques to be helpful, especially the improv rule of Use it, Lose it, or Laugh at to be extremely helpful. The rule quickly narrows Read More

Are you making this common mistake in your presentation?


Too many sales presentations start out strong, only to run out of gas at the end.  Making this common mistake in your presentation leaves  buyers uninspired, unmotivated, and unlikely to take next steps. Your  closing is second only in importance to your opening, yet it is often the least planned out part of a presentation. An effective presentation close doesn’t happen by chance.   It takes planning and practice.  But as the final impression you make on your prospect, it’s well worth investing the time and effort. 5 ways to avoid making this common mistake in your presentation: Know your ending: This seems obvious, I know. But the truth is many presenters aren’t 100% certain where they’re going to end.  This leads to needless repetition, stopping at a weak point or just sort of trailing off…  Know exactly what your last line is.  Nail it.  Put a period on it and Read More

How to Use Your Personal Story to Connect Emotionally with Buyers


Sales is a transfer of thoughts, ideas and emotions.  And one of the best ways to connect emotionally with buyers is with stories. Research even shows that when listening to a story, changes take place in our brains. We actually connect emotionally with the storyteller.  Of the 5 types of stories I suggest salespeople have at the ready, a Personal Story has the greatest potential to make an emotional connection.  Why?  Because the storyteller is obviously more connected to their story which increases its emotional impact.  And also because personal stories are unique, authentic and therefore more memorable. Despite this, many salespeople resist using personal stories for one of three reasons: 1. They believe buyers don’t want to hear a personal story/feel it’s inappropriate 2. They don’t think they have an interesting or relevant story 3. They don’t know how to adapt their personal story to use in a business Read More

Vocal Authority: Using Your Voice for Sales Success


voice and sales

Kristin, a highly-experienced sales person, describes being frequently interrupted or “talked over” by her manager or peers.  Andrea is a talented young sales person who is often ignored by older decision-makers.  Daniel, a new sales leader, is frustrated because his team isn’t listening to him, making it difficult to excel in his new role. Despite talent, titles or experience, these three share a common problem.  They are not being taken seriously.  And not being taken seriously can cost you sales and career opportunities.  Vocal authority, or the ability to speak in a way that portrays confidence, credibility and demands respect is a critical component of success in sales and business.  Yes, you can get by without it, but it’s going to be just that much harder for you.      How Your Voice Impacts Sales Fair or not, the sound, tone and quality of your voice effects if and how Read More

Be a Video Sales Superstar with These 3 Acting Secrets


Video is fast becoming a salesperson’s secret weapon in the battle for attention of today’s busy buyers.  Whether it’s recorded videos for prospecting or a webcam for a remote meeting, using video in sales can help you quickly establish a personal connection, stand out from the competition, and close more deals. (see below)  So what in the world is holding you back from being a Video Sales Superstar?  Research by Gong.io found that closed deals involved webcams being used 41% more often than lost deals. For many salespeople, it’s the discomfort – or downright terror – of being on camera.  I get it.  Speaking to a camera is an unnatural act.  But here’s a secret:  many of those same actors that appear so natural and confident on film had to work to overcome their fear of the camera and master some specific techniques.  And if they can learn how, so can Read More

Does PowerPoint even make sense anymore?


“My customers don’t want to see a bunch of slides.  They tune out almost immediately.” “I don’t even bother with PowerPoint anymore.  I just have a conversation with my clients.”  I hear comments like these every day from salespeople and customers alike.  It’s not surprising really.  Over 30 million PowerPoint presentations are created every day.  And with over 6 million teachers using slides in the classroom, customers have already seen their fair share of presentations by the time they enter the business world.  It’s understandable if we’ve all grown a bit weary of the whole genre. Lately, I’ve seen a real backlash against PowerPoint or any type of slide-based presentation.  Perhaps it’s a result of years of being subjected to poorly designed and executed decks. Or it’s the endless lists of bullet points, dizzying animations, and stock photos that have led to a swelling rebellion. TED Talks may even have Read More

The One Improv Technique Salespeople Must Know


the 1 improv technique

Have you ever tried arguing with reality?  It’s a losing strategy.  Yet that’s what so many salespeople do when they “handle” customer objections.   Many methods involve an almost confrontational approach to “correcting” the customer’s perspective.  And who doesn’t like to be corrected?!  LOL The way you do (or don’t) handle objections can often mean the difference between a conversation moving forward – or screeching to a halt. Fortunately, the wonderful art of Improv offers a technique that lends itself perfectly for handling objections in a more collaborative way.   “Yes and” is the number one improv technique salespeople must know in order to successfully navigate objections or handle unanticipated changes. Yes and:  Collaboration vs. Confrontation “Yes and” is the foundation of all good improv scenes – and I believe, all sales conversations.  Just as its name implies, “Yes and” is not just about saying “yes” to your customer, it’s also about Read More

What My Sex and the City Audition taught me about Sales (and Winning Competitive Deals)


It never occurred to me how much an audition and a sales call had in common, until I auditioned for one of HBO’s first mega-hits, Sex and the City. As a single woman in New York, Sex and the City was required viewing. Your friends, your co-workers, your customers, everyone you knew would be glued to the TV on Sunday night for Carrie Bradshaw & Company’s latest adventures.  Missing an episode left you unable to participate in the week’s discourse on trends like Cosmopolitans and Manolo Blahnik’s – not to mention the show’s often provocative subject matter. Because of Sex and the City’s popularity, getting a chance to audition for the show was akin to winning the Golden Ticket.  So when I saw they were holding an open casting call I put on my best party dress and heels and headed downtown.  Exiting the subway I stopped in my tracks.  Read More

The Power of Show and Tell:  3 Ways to use Props in your Sales Presentation or Pitch


Show and tell

For many of us, bringing a pet, a favorite toy or even person to school for show and tell was our earliest experience using a prop.  Why didn’t the teacher just have us tell a story?  Because teachers know that a verbal story alone is not enough to hold the attention of a room full of children. While your prospects are likely a bit older, show and tell is still one of the most powerful ways to gain an audience’s attention and improve recall. According to Toastmasters, listeners only retain 10% of what they’ve heard one week later.  This percentage increases to 67% when visual aids are added to the equation. I’ve seen a lot of presenters use props, some successful, and some…not so much.  Using a prop simply to grab attention at any cost is a cheap trick that often backfires in a presenter’s face.  Like anything in a Read More

Don’t Let Your Presentation Tools Steal your Spotlight…and your Audience!


presentation tools

I love new technology. Especially presentation tools that make connecting with an audience more effective and impactful. That’s why I was excited to try the new Logitech Spotlight remote. Like most presentation remotes, the Spotlight allows you to advance your slides and go to black without being tethered to your laptop. It can even control the volume, which is super handy if you’ve ever started a video and had to race back to your computer to stop it from blowing everyone’s ear drums away! But the real showstopper on the Spotlight is a feature that allows you to magnify or highlight a circular selection on your screen while shading the rest of the slide. And it doesn’t just work on slides. You can even use it on word, excel or other software. Here’s an example of a screen in typical presentation mode: And here’s an example of that same screen Read More

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