Posts Tagged "Julie Hansen"


Have you ever noticed that the speakers/presenters who capture your attention the best are storytellers? Everyone loves a story! The speaker is talking to the audience when he/she tells a story rather than talking at their audience.  Here are five excellent reasons for including stories in your presentations.  Spotlight, this year’s Oscar winner for Best Original Screenplay, proved yet again that a good story, well told can...

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Too many salespeople approach their sales presentation as a series of long monologues to get through – without understanding what it takes to keep an audience’s attention during that time. by Julie Hansen, Author of Sales Presentations for Dummies I love Jimmy Fallon’s monologue. It’s clever and topical. It’s short and interactive. It’s everything a sales monologue in a presentation is not. To be fair, delivering a monologue is...

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By Julie Hansen “Frankly My Dear, I Don’t Give a Damn.” Why Buyers Don’t Care About Your Presentation 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 don’t give a damn. Clark Gable delivered this famous...

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by Julie Hansen Everything Terry was taught about sales reinforced the idea that he had to be, “larger than life,” or someone other than he was, in order to be successful. Each day, Terry would put on his “sales hat”—you know the one—loud, over-the-top, and pushy. Almost instantaneously, the normally soft-spoken, sincere Terry would disappear, replaced by a two-dimensional sales stereotype. Although Terry had occasional successes, he...

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by Julie Hansen “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, the auto worker from Detroit who had to take a second job in order to feed his family…Carol, the retired widow from New Hampshire who had to go back to work in order to make...

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