Cue #5 Practice, practice,
practice
If you think the pros just wing it,
think again.
If you're in New York, you can buy a
ticket to see Jimmy Fallon rehearse his
monologue. For about half an hour be-
fore the show, he tries out his material
for the night and different ways to de-
liver it to people in an audience.
So by the time the cameras go live—
he is rehearsed and ready to go.
Your time in front of your customer
is your on-camera time. Don't
waste it
on testing out new material. Practice on
your own or with peers so you can re-
ceive and apply valuable feedback.
I encourage you to take a closer look
at how much you are talking without in-
terruption during your sales call or pres-
entation. Pay attention to and look out for those
monologues—those long, dry stretches of content.
Instead then, think about how you can break a monologue
up and turn it into a much more engaging and profitable . . .
customer dialogue.
WWJ
Julie Hansen is a professional sales trainer, speaker, and author. She
authored the book ACT Like a Sales Pro in 2011 and has been featured in
Selling Power, Entrepreneur, and Sales and Service Excellence magazines.
She can be reached at julie@actingforsales.com and www.actingfor
sales.com.
WWJ December 2015 49
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