Comments for Sales Speaker | Julie Hansen http://actingforsales.com Acting for Sales Sat, 04 Feb 2012 02:42:57 +0000 hourly 1 http://wordpress.org/?v=3.2.1 Comment on Discovering Authentic Urgency in a Prospect by Nina Gail http://actingforsales.com/discovering-authentic-urgency-in-a-prospect/comment-page-1/#comment-164 Nina Gail Sat, 04 Feb 2012 02:42:57 +0000 http://actingforsales.com/?p=1343#comment-164 Great post Julie. It succinctly explains an every day occurrence in the real estate cycle. I also agree with Joe when he describes that we "convey" and not "create" the sense of urgency. When we remind buyers and/or sellers of their own reasons for getting into the market, they will refocus on their sale and purchase goals and move more rapidly through the decision process. Great post Julie. It succinctly explains an every day occurrence in the real estate cycle. I also agree with Joe when he describes that we “convey” and not “create” the sense of urgency. When we remind buyers and/or sellers of their own reasons for getting into the market, they will refocus on their sale and purchase goals and move more rapidly through the decision process.

]]> Comment on The World’s Most Powerful Sales Tool by Got Presence? | Sales Speaker | Julie Hansen http://actingforsales.com/the-worlds-most-powerful-sales-tool/comment-page-1/#comment-154 Got Presence? | Sales Speaker | Julie Hansen Fri, 27 Jan 2012 16:56:31 +0000 http://actingforsales.com/?p=859#comment-154 [...] Confidence:  An actor with presence exudes confidence.  They know they’re good at their craft because they’ve spent weeks, months and years honing it.  They take classes and workshops, study, rehearse and train with coaches.   They are ready for their moment in the spotlight.  Are you? How much time do you spend training your instrument to command attention in the business spotlight?  Read some tips on how to prepare your instrument in an earlier blog post. [...] [...] Confidence:  An actor with presence exudes confidence.  They know they’re good at their craft because they’ve spent weeks, months and years honing it.  They take classes and workshops, study, rehearse and train with coaches.   They are ready for their moment in the spotlight.  Are you? How much time do you spend training your instrument to command attention in the business spotlight?  Read some tips on how to prepare your instrument in an earlier blog post. [...]

]]> Comment on Seven Rules of Improv for Sellers – (Part 1) by 7 Rules of Improv for Sellers (Part II) | Sales Speaker | Julie Hansen http://actingforsales.com/seven-rules-of-improv-for-sellers-part-1/comment-page-1/#comment-148 7 Rules of Improv for Sellers (Part II) | Sales Speaker | Julie Hansen Sun, 22 Jan 2012 16:29:07 +0000 http://actingforsales.com/?p=268#comment-148 [...] it’s an unexpected objection or an impromptu elevator pitch. Last week I introduced the First 3 Rules of Improv: Know Your Material; Fire the Editor and Be in the [...] [...] it’s an unexpected objection or an impromptu elevator pitch. Last week I introduced the First 3 Rules of Improv: Know Your Material; Fire the Editor and Be in the [...]

]]> Comment on Does your elevator speech pass the test? by The Anti-Elevator Speech: a cure for the boring introduction | Sales Speaker | Julie Hansen http://actingforsales.com/does-your-elevator-speech-pass-the-test/comment-page-1/#comment-134 The Anti-Elevator Speech: a cure for the boring introduction | Sales Speaker | Julie Hansen Sun, 01 Jan 2012 06:47:44 +0000 http://actingforsales.com/?p=1370#comment-134 [...] speech.  I covered the basic rules of the anti-elevator speech in a previous post (read it here) but now lets look at three ways you can create an introduction that will set you apart, inspire [...] [...] speech.  I covered the basic rules of the anti-elevator speech in a previous post (read it here) but now lets look at three ways you can create an introduction that will set you apart, inspire [...]

]]> Comment on Discovering Authentic Urgency in a Prospect by Jim Mellen http://actingforsales.com/discovering-authentic-urgency-in-a-prospect/comment-page-1/#comment-129 Jim Mellen Wed, 21 Dec 2011 13:20:41 +0000 http://actingforsales.com/?p=1343#comment-129 Thanks for the post Julie. I think you brought out some very good points. I agree with Joe that we have a hard time creating any sense of urgency, because very few people truly have a "need" to buy a home. Couple that with a lot of negative media that gives buyers a reason to hold off, offering some hope that there is a way to identify the bottom, and worse yet, that they can identify when that may occur. So we need to simply become better salespeople. Or in a lot of cases, become a salesperson period. Our industry is full of agents who are not doing much business perpetuating the idea that this is a bad market. If it's so bad, maybe getting out would be better. They are quick to sympathize with buyers, and are more interested in providing friendship and a shoulder to cry on. What buyers and sellers need is a person who can empathize and ecourage action. Many of my peers and your readers have had great years the last two years. But we are working against the media and negative agents. Is it harder today than it was 10 years ago-you bet. No one ever said it would be easy. Thanks for the post Julie. I think you brought out some very good points. I agree with Joe that we have a hard time creating any sense of urgency, because very few people truly have a “need” to buy a home. Couple that with a lot of negative media that gives buyers a reason to hold off, offering some hope that there is a way to identify the bottom, and worse yet, that they can identify when that may occur. So we need to simply become better salespeople. Or in a lot of cases, become a salesperson period. Our industry is full of agents who are not doing much business perpetuating the idea that this is a bad market. If it’s so bad, maybe getting out would be better. They are quick to sympathize with buyers, and are more interested in providing friendship and a shoulder to cry on. What buyers and sellers need is a person who can empathize and ecourage action. Many of my peers and your readers have had great years the last two years. But we are working against the media and negative agents. Is it harder today than it was 10 years ago-you bet. No one ever said it would be easy.

]]> Comment on Discovering Authentic Urgency in a Prospect by jhansen http://actingforsales.com/discovering-authentic-urgency-in-a-prospect/comment-page-1/#comment-126 jhansen Mon, 19 Dec 2011 01:51:47 +0000 http://actingforsales.com/?p=1343#comment-126 Thanks Jeff. I'm glad this resonates with you. I think it is easy to forget that most clients are juggling greater responsibilities and have other priorities. You're right in that it takes a conscious recognition of the need --both intellectually and emotionally) to compel someone to take action. No matter how good or product or service. Thanks Jeff. I’m glad this resonates with you. I think it is easy to forget that most clients are juggling greater responsibilities and have other priorities. You’re right in that it takes a conscious recognition of the need –both intellectually and emotionally) to compel someone to take action. No matter how good or product or service.

]]> Comment on Discovering Authentic Urgency in a Prospect by Jeff Blackwell http://actingforsales.com/discovering-authentic-urgency-in-a-prospect/comment-page-1/#comment-117 Jeff Blackwell Wed, 30 Nov 2011 14:40:28 +0000 http://actingforsales.com/?p=1343#comment-117 Hello Julie. I enjoyed your post and appreciate your differentiation between a false and authentic sense of urgency. I especially liked this sentence: "...needs that the client or prospect has perhaps chosen not to handle because they’ve become overwhelmed with decisions or distracted by other priorities." In my experience this is a common scenario and only when those needs and implications are brought back into full conscious awareness (thinking and feeling) will there be action (doing). Best regards, Jeff Blackwell Hello Julie.

I enjoyed your post and appreciate your differentiation between a false and authentic sense of urgency. I especially liked this sentence:

“…needs that the client or prospect has perhaps chosen not to handle because they’ve become overwhelmed with decisions or distracted by other priorities.”

In my experience this is a common scenario and only when those needs and implications are brought back into full conscious awareness (thinking and feeling) will there be action (doing).

Best regards,
Jeff Blackwell

]]> Comment on Discovering Authentic Urgency in a Prospect by Joe Yates http://actingforsales.com/discovering-authentic-urgency-in-a-prospect/comment-page-1/#comment-113 Joe Yates Thu, 17 Nov 2011 13:18:32 +0000 http://actingforsales.com/?p=1343#comment-113 I like the post and it is a good read but I have a little different view... First off when it comes to selling a home or buying a new copier there really may be no urgency. If in fact there is no urgency then I don't believe in "creating one". With true professional sales people I think it would be better described as "convey the sense of urgency". In many cases there truly is urgency and only the experienced sales person knows and can explain what it is. When I "create/explain" a sense of urgency it is almost always heeded because it comes from experience and market knowledge. If in fact someone remains "on the fence" then they are not really a prospect at this time anyway. People often times do need help understanding urgency. Make it a Great Day, Joe Yates I like the post and it is a good read but I have a little different view…
First off when it comes to selling a home or buying a new copier there really may be no urgency. If in fact there is no urgency then I don’t believe in “creating one”. With true professional sales people I think it would be better described as “convey the sense of urgency”. In many cases there truly is urgency and only the experienced sales person knows and can explain what it is. When I “create/explain” a sense of urgency it is almost always heeded because it comes from experience and market knowledge. If in fact someone remains “on the fence” then they are not really a prospect at this time anyway. People often times do need help understanding urgency.

Make it a Great Day,

Joe Yates

]]> Comment on 5 Steps for Successful Role Playing by The most dreaded 2 words in sales? Role-playing! | Sales Speaker | Julie Hansen http://actingforsales.com/5-steps-for-successful-role-playing/comment-page-1/#comment-105 The most dreaded 2 words in sales? Role-playing! | Sales Speaker | Julie Hansen Sat, 22 Oct 2011 03:02:11 +0000 http://actingforsales.com/?p=380#comment-105 [...] your chances of winning an Oscar, it will greatly improve your chances of winning the business. Click here for more tips on getting real results from [...] [...] your chances of winning an Oscar, it will greatly improve your chances of winning the business. Click here for more tips on getting real results from [...]

]]> Comment on Reviews by 5 Quick Acting Lessons for Sales Pros | Sales Speaker | Julie Hansen http://actingforsales.com/julies-book/comment-page-1/#comment-96 5 Quick Acting Lessons for Sales Pros | Sales Speaker | Julie Hansen Tue, 04 Oct 2011 07:52:10 +0000 http://actingforsales.com/#comment-96 [...] ACT Like A Sales Pro [...] [...] ACT Like A Sales Pro [...]

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