Act Like a Sales Pro: How to Command the Business Stage and Dramatically Increase Your Sales with Proven Acting Techniques


Act Like a Sales Pro was a finalist for TOP SALES AND MARKETING BOOK OF 2011 and featured on the cover of Ken Blanchard's Sales and Service Excellence Magazine and her articles have appeared across the globe.

"Julie Hansen knows how to cut to the chase. In her book, she engages readers in conversation, drawing them in like the best salespeople and improv actors, making the connection that builds relationships and drives business."
--Mike Cote, editor, ColoradoBiz

"Julie brings ...

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Act Like a Sales Pro was a finalist for TOP SALES AND MARKETING BOOK OF 2011 and featured on the cover of Ken Blanchard's Sales and Service Excellence Magazine and her articles have appeared across the globe.

"Julie Hansen knows how to cut to the chase. In her book, she engages readers in conversation, drawing them in like the best salespeople and improv actors, making the connection that builds relationships and drives business."
--Mike Cote, editor, ColoradoBiz

"Julie brings a whole new approach to sales training by incorporating the latest in acting techniques into the 'art' of the sale."
--Jackie Purmort, director of corporate support, Colorado Public Radio

"Unleash your inner performer! Act Like a Sales Pro shows how acting and improv skills can help sellers fearlessly deliver a more compelling and authentic performance. Julie Hansen has written an insightful, creative, and powerful guide to achieving greater sales success with confidence."
--Diane Conway, author of What Would You Do if You Had No Fear?

"Act Like a Sales Pro brilliantly blends acting and improv skills with sales tactics for a winning combination. Julie's ideas are great fun, effective, and easy to apply--even for non-actors like me! Follow the sales advice and exercises in this book and you┬╣ll soon be outperforming and outselling your competition."
--Dessie Fafoutis, senior marketing manager, CaridianBCT

"There is an overwhelming volume of sales advice available today, however there are very few authors who approach the topic of sales in a unique and fresh way, which is why we are fans of Julie's work."
--Nicole Lombard, production director, Entrepreneur and ThinkSales magazines, South Africa

"This book should be on every real estate agent's desk. Hansen shows agents how to enhance their authentic selves for both client and agent successes!"
--Laura Dirks, author of Marketing Without Mystery, and real estate broker, Coldwell Banker Devonshire

In Act Like A Sales Pro, Julie Hansen challenges the reader to examine themselves honestly first, (strengths and weaknesses) then provides numerous methods on how to proceed with passion. Her writing style offers sage advice and smart nuances for those who will use it. Specifically, her insight on closing sales should not be missed. This is important work.
--Mitchell Tilstra, Business Development Manager, Bunger Steel

Acting is the ultimate form of persuasion. Now you can learn the methods that great actors use to engage and inspire clients and win more sales than you dreamed possible! Act Like a Sales Pro shows you how acting and improv skills can enhance your own selling style, make you stand out in an increasingly competitive marketplace, and create a memorable buying experience. Easy-to-follow steps, exercises, and real-world coaching sessions help you move confidently from cold-calling to closing by applying techniques that have produced some of Hollywood's most compelling stars. A breakthrough approach to delivering the sales performance of your life!

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Product Details

  • ISBN-13: 9781601631671
  • Publisher: Career Press, Incorporated
  • Publication date: 8/15/2011
  • Pages: 224
  • Sales rank: 1,234,957
  • Product dimensions: 8.76 (w) x 6.10 (h) x 0.62 (d)

Meet the Author

Julie Hansen draws on an award-winning sales career and her passion and experience as a professional actor to help sellers engage customers and win more business in a competitive economy. She's an internationally-recognized author and popular speaker at sales meetings and industry conferences. A top producer in broadcast, publishing and real estate and the former director of sales for The National Enquirer and Star Magazine, Julie credits her success to applying the skills she used to win roles in national commercials, television (including HBO's Sex & The City) and New York stage productions to the Sales Model. To learn more, visit
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Table of Contents

Introduction 9

ACT I The Rehearsal

Chapter 1 The Casting Call: Making a First Impression 15

Chapter 2 The Role: Throw Out the One-Size-Fits-All Sales Hat 25

Chapter 3 The Audition: Getting the Appointment 39

Chapter 4 The Warm-Up: Acting Exercises for Sellers 53

ACT II The Curtain Up

Chapter 5 The Motivation: Discovering Power Goals 67

Chapter 6 The Script: From Mundane Into Memorable 85

Chapter 7 The Drama: Uncovering Urgency 97

Chapter 8 The Scene Partner: Building Rapport 109

ACT III The Performance

Chapter 9 The Opening Night: Taking Command of the Stage 127

Chapter 10 The Cues: Listening to the Buyer 139

Chapter 11 The Props: Staging a Sale 149

Chapter 12 The Audience: Overcoming Fear 159

Chapter 13 The Cast: Selling on Your Feet 171

Chapter 14 The Closing Night: Obstacles to Closing 187

ACT IV The Encore

Chapter 15 The Callback: Generating Repeat Business 201

Chapter 16 The Director: Collaborating on a Winning Performance 215

Conclusion: The Star or the Extra 229

Appendix: Sales in the movies 233

Chapter Notes 237

Bibliography 243

Index 249

About the Author 255

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Sort by: Showing all of 2 Customer Reviews
  • Posted April 9, 2013

    Act Like a Sales Pro by Julie Hansen reveals the behaviors exhib

    Act Like a Sales Pro by Julie Hansen reveals the behaviors exhibited by effective salespersons that create a memorable buying experience. Julie teaches readers the art of selling through easy-to-follow exercises then enable them to more effectively prepare and execute on all types of sales engagements. By reading her book, one learns how to:

    - Gain an appointment using audition techniques
    - Draw interest from reluctant prospects using secrets of the performer
    - Deliver memorable presentations
    - React to the unexpected and control the sale using the rules of improvisation

    I like Act Like a Sales Pro for its fresh approach to effective selling. Julie’s book engages the reader and translates for them the insights she’s gained from the acting world into that of the sales call. And her step-by-step exercises make these ‘acting behaviors’ immediately implementable by even those who don’t consider themselves to be good salespersons.

    What makes Act Like a Sales Pro truly different from other books on selling is its focus on personal behaviors. Other quality books focus on the process of selling whereas Julie’s book teaches readers the physical and verbal behaviors they should exhibit while executing the selling process. I put some of Julie’s recommendations to the test and found they did help secure a positive outcome.

    Act Like a Sales Pro effectively fills what is often a void in other sales books and training programs. Filled with immediately implementable recommendations and real world examples, Act Like a Sales Pro is a StrategyDriven recommended read.

    All the Best,
    Nathan Ives
    StrategyDriven Principal

    Was this review helpful? Yes  No   Report this review
  • Posted December 22, 2011

    more from this reviewer

    Act Like a Sales Pro

    Actress and salesperson Julie Hansen worked as a sales director for the National Enquirer and Star Magazine, and as an actor in HBO¿s Sex and the City, on the New York stage, and in commercials. In this clever manual, she details the special steps actors take to win auditions and to perform well on stage or in front of the camera. She explains how salespeople can adapt these acting techniques to increase sales. getAbstract recommends this fun set of instructions to salespeople and actors willing to try new approaches, and to anyone who has to take the stage.

    Was this review helpful? Yes  No   Report this review
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