#222 S2 Episode 91 - From Being A Buyer To Teaching Sellers How To Use Video with Julie Hansen

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HIGHLIGHTS

• Transitioning from media buying to sales 
• The selling process should not be uncomfortable for the buyer
• Sellers are a lot like actors 
• Your physical state is crucial to how you present yourself
• Focus on what you want to make the other person feel
• Master the script and make it your own 
• Tips for engaging people through virtual interaction
• Eye contact and breaking the fourth wall
• Taking advantage of video in the time of virtual selling
• Do more dialogues, not monologues 
• Do not expect yourself to be brilliant at the spot

QUOTES

Julie: "I learned that there's a way to sell and be yourself and be effective and talk about product, overcome objections, and still maintain a relationship with the other person."

Collin: "Actors deal with tons of rejection. It can be just soul-crushing. Not very prospect is good fit for you just like not every role is a good fit for you."  

Julie: "There is so much more possible. We just really scratched the surface of what's possible to connect with people through video." 

Julie: What salespeople do is they'll say something and they feel like they're just talking to a black hole. It's like, nobody's there, nobody's listening. And so, what do we do, we rush in and we answer our own question. Or we get nervous and we cut something out and we jump ahead and we're just all flabbergasted. When in fact, that person is still there. Whether you can see them or not, that person is there. Imagining that they're actually listening attentively is a much better visualization for you because that brings out the best in you. 

Julie: We're doing way more monologues than dialogues on virtual and that really has to change. But what we need to understand is that's the mindset people come to the screen with. So you have to break that pattern. You have to very quickly introduce interaction, engage like, right away. 

Julie: "You will improve your engagement 90% if you look at the camera when you ask a question. I guarantee you."

Learn more about Julie in the links below:

• LinkedIn - https://www.linkedin.com/in/juliehansensalestraining/
• Website - https://juliehansen.live/
• Book - https://juliehansen.live/look-me-in-the-eye/
• Email - julie@actingforsales.com

Learn more about Collin in the link below: 

• LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.