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Recent Articles from Julie Hansen
Best of CoBiz: Powerful words inspire powerful change
“Carpe diem. Seize the day, boys. Make your life extraordinary.”Dead Poet’s Society These powerful words spoken by Robin Williams’ character in the 1980 movie inspired a group of students to […]
Best of CoBiz: Role-play for sales results
Role-playing. With the exception of cold-calling, is there a pair of words salespeople dread more? While management may call it a “learning experience,” most salespeople know better. Role-playing is a […]
Best of ColoradoBiz: Creating buyer urgency
“You need to create urgency!” How many times have you heard this as a salesperson? I realize that this may go against the sales manager’s manifesto, but I don’t believe […]
Release your inner “bad actor”
While I usually give “good” acting tips for becoming a more successful salesperson or presenter, this tip falls into the “bad” acting category. It is, however, one of the most powerful and proven ways to put significant life and energy into your any business presentation or conversation.
Best of CoBiz: What’s my (sales) line?
One of the most common questions I am asked as an actor is "How do you memorize all of those lines?" Even for someone with a less than perfect memory, that is the easy part. A tougher question is, "How do you make them sound like your own...performance after performance?" The actor's goal is to co...
Five sales lessons from the Oscars
A business audience, whether they are clients, prospects or employees, expect a certain level of both professionalism and entertainment from you as well. Are you delivering on all fronts when you step into the business spotlight?
Bellyaching up to Apple’s Genius Bar
The Genius Bar is stocked with people so smart that I imagine they are operating large, multi-national companies or small countries on the side and doing this just for fun. The geniuses are always surrounded by no less than a dozen people at all times, each anxiously awaiting “the answer.” But the...
Storytelling for sales: Part One
Storytellers have influenced public opinion throughout history. Did you notice how the political candidates weaved stories of ordinary people into their speeches? “Bob, the auto worker from Detroit who had […]
Five secrets to getting referral business
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 Blackberry so that it would […]
Smile when customers say, “I object!”
You don’t have to be in sales to hate objections, but it helps. Why do we hate them or at best, dislike them? An objection is defined as an expression of opposition or disagreement. In other words, it creates conflict. And most people don’t like conflict. When a customer or prospect throws out an...
Get cast in a new job
Real confidence and enthusiasm is unmistakable, but it requires change from the inside out. Acting techniques can help you gain real confidence and access your "inner performer" in order to win the role, the sale or the job. The bottom line for today's job-seekers is this: Prepare to stand out - o...
Giving more than lip service
With the sheer number of decisions we must make on a daily basis, it is doubly frustrating to have to re-make the same ones over again. Yet the demise of my favorite lipstick gave me the opportunity to experience two very different sales styles:
