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

by Julie Hansen

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Overview

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.

"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!

Product Details

ISBN-13: 9781601636591
Publisher: Red Wheel/Weiser
Publication date: 08/15/2011
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 224
File size: 2 MB

About 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 www.actingforsales.com

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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