Julie Hansen is the founder of Performance Sales and
Training and author of Sales Presentation for Dummies and
ACT Like a Sales Pro. Julie’s blog has been named the
“Most Innovative Sales Blog” for the past two years. She has an
award-winning career in sales and is an expert presentation coach
and actor. In today’s installment, Julie and I discuss how most
salespeople are still using the past presentation models in today’s
market and how we can propel them forward into the 21st
Despite the rise of remote selling, the sales
presentation still is an essential part of the buying process for
many companies. Julie says “Most salespeople are using sales
presentation techniques based on audience behavior from the 70’s,
80’s, and 90’s before prospects were able to escape to their
smartphones or tablets the second they weren’t engaged.” The sales
process has evolved; however, presentations are still the land
untouched by time. Julie takes the old model and propels the
presentation process into the 21st century.
Sales is fundamentally an apprenticeship, and people
see certain behaviors being modeled and that is what they emulate.
Sales reps are busy, they have to prospect, develop relationships,
build rapport, develop creditably, build trust, and find the right
solution. But unfortunately the sales presentation has gone by the
There are commonalities between acting and selling,
we all play roles in our lives and sales is no different. Johnny
Depp said, “With any part you play there is still a part of
yourself in it; otherwise it’s not just acting it is lying.” If you
are in front of a person, whether virtually or physically, there is
an act of performing going on.
If you have the intention to go in and rehash what
the prospect already knows, you are always going to be in a losing
situation from the start. People are well informed and expect a
simple presentation. The sales rep needs to know what their needs
are and how they can add value before getting in front of the
5 Ways to Prevent Presentation
Tune into the podcast for the other two fatigue
factors and hear more in-depth knowledge on propelling your sales
presentations to the stratosphere.
LEARN MORE ABOUT JULIE HANSEN
What's your most powerful sales
What tool do you use for managing your own
sales that you can’t live without?
Who’s your sales role model?
What's the one book that every salesperson
Made to Stick: Why Some Ideas Survive and Others
Die by Chip Heath and Dan Heath
What’s your favorite music to get you pumped
The Avett Brothers: Punk Grass Music
What’s the first sales activity you do every
What’s the one question you get asked
frequently by salespeople?
How can I quickly tailor my presentation?
CONTACT JULIE HANSEN