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Books and Articles by Julie M. Hansen
Julie Hansen, who is recognized as the "Sales Presentation Expert," redefines the typical sales presentation and helps salespeople apply best practices. She leverages the power that performers have been using for centuries to engage and move audiences.
Articles & Books From Julie M. Hansen
Article / Updated 07-03-2023
A sales presentation that is tailored to address your prospect’s unique needs and interests is a prerequisite for success. Use the following checklist to help you gather key information about your prospect and the opportunity.
The opportunity
___ Identify the opportunity.
___ Qualify the prospect.
___ Set an actionable goal.
Article / Updated 07-03-2023
Your sales tools aren’t limited to your PowerPoint slides and projector. Used effectively, your voice, body, and movement can bring your presentation’s message to life and add impact. Follow the guidelines here to make sure that you’re using your voice, body, and movement to their highest potential.
Voice
___
Article / Updated 07-03-2023
The best slides tell a story, but that story can get miscommunicated or lost on your prospect if your presentation slide is unclear or difficult to read. Subject each slide in your deck to these guidelines to make sure that you’re using your valuable real estate wisely.
Keep one message per slide.
No more than six lines of text.
Article / Updated 07-03-2023
A hook is an attention-grabbing device that focuses your prospect’s attention on your message, sets the tone of the presentation, and provides something of value. Here are several types of hooks that ensure that your presentation starts on a strong note.
Quote: Using someone else’s words can add an element of credibility to your presentation or effectively frame your message.
Cheat Sheet / Updated 07-03-2023
A successful sales presentation must grab your prospect’s attention and make a compelling case for him to take the next step in the sales process. Winning presentations don’t happen by chance. Make sure your next sales presentation is designed to persuade and engage today’s busy decision makers by keeping the following checklists handy as you plan, build, and deliver your sales presentation.
Article / Updated 03-26-2016
A discovery conversation is a one-on-one meeting or phone call with someone in your prospect's organization who can provide insight or shed light on the challenge you're addressing in your presentation. Don't be shy about asking for input. It's a fair and reasonable request that benefits not only you, but also the prospect.
Article / Updated 03-26-2016
Whether your presentation is 20 minutes or two days, virtual or live, it must answer one or both of two central questions in your prospect’s mind. Which question you address can help you decide what information to include in your opening, body, and closing and how to position your message in response. The two questions are
Why should I buy this product or service?
Article / Updated 03-26-2016
Your sales presentation needs a good, clear framework for your message. Not only does the right structure help you efficiently get from point A to point B, but it also serves some other very important functions:
Organizing your message: You've gathered a lot of insights and information prior to your presentation.
Article / Updated 03-26-2016
The key to a great discovery meeting prior to your sales presentation is knowing what you want to find out and leaving room for your prospect to surprise you. For example, you may uncover additional challenges, competitive insights, or strategic goals that help you more closely align with your prospect's needs.
Article / Updated 03-26-2016
A presentation that is organized around value starts off on the right track and has a good chance of staying on track through the course of your presentation. If you don't use your product or service or your features as topics for your sales presentations, where do you get your topics?
You need look no further than your value proposition, the results that the prospect can expect to receive from your product or service.
