Close X

Posts Tagged "Julie Hansen"


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...

Read More

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...

Read More

If we, as sellers, don’t recognize that these businesses operate on referrals, what are the odds that the average customer does?  How many of you are mistakenly assuming that people know you want referrals? By Julie Hansen I bought a new phone last week.  I had no intention of buying a new phone.  I simply wanted Verizon to please, PLEASE fix my phone so that it would ring every time I received a call.  Not every third or fourth time,...

Read More

by Julie Hansen What is your most powerful sales tool?  Your website?  Your video brochure?  Your multi-media presentation in 3-D?  While all of these can support your message, the answer lies much closer to home.  YOU are your most powerful sales tool.  It’s not so much what you say as how you say it that influences other people.  Studies show that 55% of what is communicated to others comes from our body language, 38% from the sound...

Read More

by Julie Hansen If you feel like an actor in a one-woman show, you are not alone.  As salespeople we must often shift from one role to another upon demand.   In fact, it’s not uncommon to play at least seven roles under the umbrella of salesperson: Cold caller Interviewer Presenter Entertainer Negotiator Persuader Closer It’s the rare salesperson that doesn’t fall short of their full potential by a weak performance in one or two...

Read More