Patricia Fripp Blog

Rehearsal Is the Work in Sales Presentations

Steve Spangler is fired up over the ideas in Deliver Unforgettable Presentations

Oscar winner Sir Michael Caine said, “Rehearsal is the work; performance is the relaxation.” That applies equally to delivering a sales presentation.

During a presentation skills training at one of my client companies, a few of the sales team heard what was going on and invited themselves to join. They obviously found value, as they came back on day 2.

During a break, Dan, the national sales manager, told me, “It takes us a year to have the opportunity to deliver an hour presentation to executives from the company of one of our prospects. At that point, a new relationship is worth between $5,000,000 – $10,000,000 to us.”

As a matter of curiosity, I asked Dan, “How long do you spend rehearsing for a presentation that important?”

What I expected him to say was, “A week before, the team locked themselves in a boardroom. We reviewed what we knew about the client and their expectations. We confirmed we had their comments woven throughout our presentation. We then delivered the presentation, recorded it, sat down, and reviewed it. We focused on what that team did well and what could be improved.

“We made more adjustments on the script and how we delivered the message.

“The next day we invited in some of our sales associates to observe and then delivered the presentation to them. They gave their suggestions. The second time we delivered it to them, they asked us tough questions and recorded our responses.

Can you relate to his situation?

The executive assistant ushered me into a very impressive office with a great view. Her well-dressed and handsome boss Gary stood up to welcome me. Gary is a successful banker, and we had recently met at a conference where I delivered a speech titled How to Inspire Action and Commitment.

After the presentation, Gary asked, “Will you review one of my recent presentations to my team to see how I could improve?”

After watching for ten minutes, I said, “Please remind me of how well educated you are.” Although I knew the answer, I wanted him to hear himself tell me, “I have an MBA, two advanced degrees, and every credential in banking.”

My reply was, “Then why are you such a sloppy speaker?”

“I wanted a super bowl quality coach. Patricia Fripp’s help in coaching and scripting was world-class. With Fripp, Darren and Mark on your team, you can go places.” Don Yaeger, Long-Time Associate Editor for Sports Illustrated magazine, Thirteen-Time New York Times Best-Selling

Deliver Unforgettable Presentations, Fripp, LaCroix, Brown

Author

“Deliver Unforgettable Presentations is not another how-to map from another “supposed expert” purporting to know how to help you! No, in a global world of noise, Deliver Unforgettable Presentations is the light on the horizon that gives you clarity, confidence, and direction to elevate and accelerate your success by three of the true global leaders in the speaking industry! Patricia Fripp, Darren LaCroix, and Mark Brown are true leaders among leaders. I have known them for more than two decades and it does not surprise me that everyone quotes them. Learn their insights, methods, and understand why CEO’s hire them to up-their-game!” Dr. Jeffrey Magee, CMC/CBE/CSP/PDM, Author 20 books, three college graduate management textbooks, four best sellers, and is the Publisher of Performance Magazine.

“You are never going to find such a usable book on how to deliver an unforgettable presentation anywhere. So, you might as well get this one! The authors give you a step-by-step procedure to start your speech, with engaging and multiple examples to illustrate the seven steps that make up this book from start to finish. Whether you are a beginning speaker with nervous knocking knees when you stand in front of a group or someone who has been delivering presentations for years, you are going to refine your approach. I guarantee it. As a speaker for decades around the globe, I am stunned by the depth and detail of the authors’ message. If you are delivering a make-or-break business sales pitch, a celebratory speech, or a simple start to a meeting — you will find what you need in this book. It’s also the kind of book where you can skip around, practice some of the ideas you encounter, and then go back and restudy the approach. This little book may become your best lifetime speaking friend!” Janelle Barlow, Ph.D. Author of four books including best-seller A Complaint is a Gift

29-Emmy winner Bill Stainton reading Deliver Unforgettable Presentations

“Words have the power to change the direction of your life. When those words are crafted and delivered in the right way the presentation becomes Unforgettable. Three of the most accomplished speakers in the world…read again, ‘in the world,’ have written this guide for you to master the power of unforgettable presentations. Follow their advice and let’s change the world!” Jim Cathcart, CSP, CPAE, Golden Gavel Award 2001, Speaker Hall of Fame 1985, Author of 21 books including Speaking Secrets of The Masters.

“This book provides you with a shortcut to success. Whether you’re starting a business or running one, nothing will provide you with a faster shortcut to success than this book. In my experience, nothing will elevate your business faster than having the tools to be a good speaker. The confidence you can get when you know what you’re doing when you take the platform can be life-changing.” Mitzi Perdue (Mrs. Frank Perdue), Businesswoman, Speaker, Author of Tough Man, Tender Chicken: Business and Life Lessons from Frank Perdu and How to Make Your Family Business Last

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Presentation Experts Fripp, LaCroix, and Brown: Speech Openings That Are Remembered And Repeated

Whether you’re talking to one person or 100, you want to connect with your audience in less than one minute, if you want to be remembered and repeated.

“You have thirty seconds to immediately command the attention of your audience. Don’t waste it,” says Patricia Fripp, co-author with Darren LaCroix and Mark Brown of the book Deliver Unforgettable Presentations: How To Speak To Be Remembered And Repeated In-Person, Online And Onstage (2022, Indie Books International).

Fripp is past president of the National Speakers Association and LaCroix and Brown are both past Toastmasters World Champions of Public Speaking.

The authors agree at the beginning of a speech, presentation, seminar, client meeting, report to senior management, sales presentation, or any manner of presentation you deliver, you need to arouse interest in the subject. That means a strong opening.

“The purpose of your opening is twofold: to get the audience’s attention and to make an indelible connection,” advises Brown. “Ideally, a strong opening establishes a link to your audience and your subject.”

Whatever opening you choose, make sure it transitions into your premise. Here are some possibilities excerpted from the book:

A Story. This is always an audience pleaser. Consider using a story of overcoming a challenge or adversity or of a situation where a mentor showed you the way.

You will not improve what you are not aware of.

We can blame a couple of years of near isolation and less in-person meetings. Without knowing it, you may be turning into a sloppy and non-specific speaker who dilutes their message.

As an executive speech coach, my job is to help my clients sound as brilliant as they are. To build confidence in shy, modest, brilliant engineers. Drive more sales from my clients’ sales teams by improving their persuasive conversations. As I tell them, “You will not improve what you are not aware of.” Rarely will colleagues tell you of your digressions. They may be guilty themselves.

In team meetings, client meetings, and at the dinner table record yourself. Then listen carefully to identify and make an effort to eliminate all unnecessary words and phrases. In the future, make a list and work to cut out any words that will dilute your message, including your personal verbal “tics,” clichés, and filler words.

Have you noticed many unnecessary words are inserted in sentences, and all they do is dilute the message and reduce the importance and specificity? If it drives you crazy, you do not want others to think that about you.

Just like “um” and “uh,” “literally” has become a common filler word added into sentences unnecessarily.

Adding to the list to become aware of: like, actually, so, honestly (have you been lying up until now?), simply, basically, things, stuff, super, tons, and bunches.

The remedies are simple. As mentioned, record yourself and listen. Speak in shorter sentences. Slow down. Pause and give yourself time to think what you want to say next. This also gives those you are speaking to time to digest what they heard you say.

The payoff will be tremendous. Increased credibility. A better delivery. Best of all, a clearer message without the distractions. Those you will now notice in others.

“For my most important speeches, I call Patricia Fripp.” Wanda Hope, Chief Diversity Officer, Johnson & Johnson Worldwide

“As a seasoned speaker being coached by Patricia Fripp has helped me deliver my game-changing message with more power and eloquence. My client testimonials and feedback prove it.” Ron Karr, CSP, Past President, National Speakers Association

“Patricia Fripp is a genius speech coach. Even for seasoned professional speakers.” Tracy Hooper, President, The Confidence Project

“Patricia Fripp’ s presentation skills training is the best non-technical training I have ever taken – it is very close to life-changing. Patricia is clearly an expert in her field and she puts so much effort into you as an individual during the coaching sessions that even as a grown adult you will be desperate to not disappoint the master.” Gary Little, Principal Engineer, Nutanix

Seven simple steps to your speaking success.

You have probably complained about delivering virtual presentations and that you are much better speaking with a live audience. Now that you have the opportunity, you are terrified.

In case we have not had the pleasure of meeting, I am presentation skills expert, Patricia Fripp. As your personal speech coach, it is my pleasure to give you seven, simple, proven principles to set you up for success.

One: Preparation does not change.

Roger and I were both born in England and immigrated to California. Roger in 1962 me in 1966.

We both came to America to find fame and fortune. I am not sure about Roger, I thought everyone in America was rich and the streets were paved with movie stars.

We are both proud to have accomplished our own version of the American dream.

Roger’s father was a taxi driver and his mother a homemaker and accountant. Although he said he came from humble beginnings, it might interest you to know that to become a London taxi driver takes 3-4 years of study. They are considered the best in the world.

A eulogy is a speech given at a memorial service in memory of a person who has died.

The purpose is to recall the defining qualities and highlights of a life lived in a way that benefits the audience, particularly the family.
It should capture the essence of the life lived. That means it can be a historical snapshot and amusing as well as poignant.

As you will read from this example from my brother Robert Fripp, it gives the background and insight into the loved one’s life for those who do not know the entire life story.

A Blessing of Tears Eulogy for Edie Fripp by Robert Fripp

The Eulogy for Edie Fripp was delivered by her son Robert at Wimborne Minster on July 30, 1993, during the service to celebrate her life and commemorate her death.

Tips on How to Give an Acceptance Speech

Accepting an award is like walking a tightrope. You need to be gracious, grateful, and humble, yet not so humble or self-deprecating that the audience thinks you are trivializing the honor.

In May of 2022, Dan Maddux, my best long-time client and Executive Director of the American Payroll Association honored me with their inaugural Partner of Excellence Award. This was presented at the opening General Session. Dan told the audience, “This award is for Patricia’s 30 years of contributing to the leadership development and presentation skills of APA’s members and leaders.”

Although Dan told me I could take as long as I wanted, it was more appropriate to be short and sweet.

In my short presentation, I said, “It is a privilege to be honored for my contribution to the success of others. For decades, I have sat in the audience and felt like a proud parent as I watched APA members and leaders deliver powerful and important presentations. Thank you for the award. As long as you invite me, I look forward to being with you.”

Marketing wisdom from an unexpected source.

Robert and Patricia Fripp keynoting a conference.

My brother Robert Fripp is the founding and ongoing member of the band King Crimson. Rolling Stone magazine named him the 42nd best guitarist in the world, living or dead. One of the thrills of my life is when I have the opportunity to share the stage with him when he has not strapped on his guitar. Robert is a deep thinker. Certainly, one of the most articulate speakers I have heard.

Enjoy this excerpt from our speech, Beginner to Mastery. In most of our speeches, I ask Robert questions. His answers are brilliant and his stories amusing. His comments are well thought through.

While attending college, Robert worked in a hotel dance band.

Robert tells the audience, “In 1966-68, when I was 18-21, I paid my way through Bournemouth College, where I was studying economics, economic history, and political history with a special paper on social conditions 1850-1900, by playing at the Majestic Hotel in Bournemouth. The Majestic was a well-known Jewish hotel, run by the formidable Fay Schneider.

Expert Advice about Presentation Skills
from Patricia Fripp

What Do Most Sales Professional Not Know That Loses Sales? Don’t Make This Mistake

Rehearsal Is the Work in Sales Presentations

As a matter of curiosity, I asked Dan, “How long do you spend rehearsing for a presentation that important?”