Avoid These Costly Sales Presentation Mistakes

Here are 12 Proven Fripp Suggestions

Sales professionals carry a unique responsibility. Every time they speak, they represent themselves, their team, and their entire organization. Whether they succeed or fail can come down to one factor—how well they present their message.

Even the most experienced sales professionals can benefit from expert coaching. Why? Because clear messaging, emotional connection, and persuasive structure are not optional—they are essential. These are the top 12 mistakes I see in the first coaching sessions with my clients. By the time we’re done, they know how to avoid them and win more business.

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Do You Agree Many Political Speech Openings Miss Opportunities?

You know how often I speak and write about the critical importance of a strong speech opening.

The first words your audience hears don’t just begin your message; they set the tone, command attention, and signal your confidence. In short, the opening arouses interest in the subject and the speaker.

This is true whether you’re addressing a conference, leading a sales meeting, or standing on the world stage in a political arena.

Open your presentation with impact

The Political Trap: Protocol Over Power

Yes, political speeches come with their own rules and expectations. I understand that protocol often requires recognizing dignitaries, thanking the host, and following formalities. After all, the political stage is also a diplomatic one.

However, I believe this: You can honor protocol and still open with power.

Some of the most memorable lines in political speeches; those that move minds, shape history, or inspire action, are too often buried halfway through the script. By the time the speaker gets to them, attention has already wandered.

Let’s not waste the audience’s freshest attention span on “Good evening, ladies and gentlemen.” Let’s use it to make an impression that sticks.

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The Actor’s Secret That Makes Great Speakers Unforgettable

The Secret to Impactful Speaking and Performing

“What an actor has to do is be personal in public,” said the legendary acting teacher, Lee Strasberg. That phrase resonates deeply with anyone who has stood on a stage or in front of a camera—or who leads a team, pitches an idea, or delivers a keynote.

Strasberg wasn’t just teaching actors to “perform”; he was urging them to connect with their audience. His method encouraged authenticity, vulnerability, and presence. The same is true for speakers. Being in front of an audience makes you larger than life. That’s the nature of the stage. But size without sincerity is hollow. You must be both commanding and personal. That’s where the magic happens.

Let’s take this idea from theory to the screen…

Modern Movie Examples: When Actors Are Personal in Public

  1. A Star Is Born (Bradley Cooper and Lady Gaga)

Watch Ally’s first solo performance. She’s terrified. She doesn’t perform at the audience—she invites them in. That vulnerability is what makes the moment unforgettable. It’s personal. It’s public. It’s powerful.

  1. King Richard (Will Smith)

Smith plays Richard Williams, the intense, flawed, loving father of Venus and Serena. His speeches to his daughters and their coaches aren’t textbook performances—they’re emotionally charged, deeply personal declarations. Audiences felt it. So did the Academy.

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Do You Want to Know the Secret to Conquer Your Jitters When Speaking?

Here is the good news. Your audience will not know how you feel; they will only see how you act.

Delivering Your Speech Is More Than the Words

You’re waiting your turn to deliver your presentation when suddenly you realize that your stomach is doing flips and your mind is rapidly going blank. How do you conquer the jitters? People often ask me this question, and there is no single answer to it. The secret is to prepare mentally, physically, and logistically.

Mentally

Begin by understanding that you’ll spend a lot more time preparing than speaking. As a general rule, allocate three hours of preparation for a half-hour speech, resulting in a six-to-one ratio. When you’ve become a highly experienced speaker, you might be able to cut your preparation time. Until then, don’t skimp, because preparation is critical to success, even for skilled speakers.

Part of your preparation will be to memorize your opening and closing lines. Rehearse so you can effectively cover your key points from notes and know your opening and closing by heart, ensuring you can begin well and close on a high note. This will help you connect with your audience when you are most nervous.

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Making It Look Easy Isn’t Easy

Making It Look Easy Isn’t Easy

When we watch a brilliant comedian, captivating speaker, or talented entertainer, it’s easy to think, “They make it look so effortless!” That’s precisely the point. The smoother the performance, the more hours of preparation, refinement, and quiet struggle are behind it.

Years ago, I had the privilege of hearing Bud Friedman, founder of the legendary Improv Comedy Clubs, speak. In the Q&A, I asked, “Mr. Friedman, is there such a thing as natural talent?”

He smiled and said, “Yes… ButMaking it Look East Isn't Easy there is no such thing as overnight success. Jay Leno is naturally talented—and it took him 15 years.”

That moment stayed with me. It confirmed what I’ve seen over decades as a speaker, coach, and audience member: polish comes from practice.

Jay Leno: From Improv Regular to Late-Night Legend

Let’s use Jay Leno as the perfect example. In the early 1970s, Leno would drive from Boston to New York for the slimmest chance to get stage time at the original Improv Comedy Club. He often slept in his car, waiting to perform. He was persistent, funny, and—most importantly—willing to put in the reps.

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Guaranteed this is the Best Way to Gain More Time: Say “No”

Let’s be honest—we all have too much to do.

If you’re anything like me, there are times you feel overwhelmed just looking at your to-do list.

My brilliant friend Ford Saeks often says, “Fripp gets more done in an hour than most people do in a day.” I appreciate the compliment. I only wish it were always true!

Here’s what I’ve learned:

We don’t save time, we prioritize differently. That’s why the idea of saving just 15 minutes a day is more powerful than it sounds.

My Best Time-Saving Technique? Say “No” (and Mean It)

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Lost Without PowerPoint? 7 Tips to Make It Powerful

When I ask my clients, “How long is your presentation?” it scares me when they answer, “Twelve slides.” Even worse is when I ask, “How do you design your presentation?” and they respond, “We get the slide deck.”

Let’s be clear: PowerPoint is a very valuable tool, not a presentation. If you start with your slides, you’re putting the cart before the horse and sabotaging what could be a compelling and successful message.

Design First. Slides Later.

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Wimborne: From Saxon Abbey to Vibrant Riverside Market Town

To continue the stories of my vacation!

Origins & Saxon Glory

I have often told my American friends, “You do not know what old is, unless you travel to England and Europe.”

My brother Robert Fripp and I had fun visiting our home town of Wimborne. It was founded around 705 AD when St Cuthburga established a double monastery for monks and nuns. Nestled beside the River Allen, it is a theological and cultural hub in Dorset.

This foundation would shape the town’s spiritual identity for centuries, enduring Viking raids in 1013 and evolving into a collegiate church by the Norman Conquest.

Architectural Legacy & Royal Connections

I was confirmed in the Minster church, which is still a thriving part of the community and tourism. Romanesque and Gothic in style, it dates primarily from the 12ᵗʰ century, though Victorian restorations refined its grandeur.

I never get tired of visiting the Minster’s chained library (one of only four in England), a 14ᵗʰ‑century astronomical clock, and tombs honoring King Ethelred I, brother of Alfred the Great, as well as John Beaufort, Duke of Somerset.

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Norfolk: A Vacation Destination Full of History, Charm, and Creative Fuel

Whenever I return to the UK, I explore somewhere new I have never visited, even after decades of back-and-forth trips across the Atlantic. This time, it was Norfolk, and what a delightfully surprising choice it was.

One of my greatest pleasures is listening to thrillers on Audible.

Hidden Norfolk series

Recently, I’ve been captivated by J.M. Dalgliesh’s Hidden Norfolk series. Set against the hauntingly beautiful backdrop of Norfolk, these stories combine atmospheric landscapes with cleverly crafted mysteries. His lead detective, Tom Janssen, must solve crimes without the crutch of firearms, because in the UK, most police don’t carry guns. That adds a layer of intelligence, restraint, and psychological tension, making each story feel even more real.

What I appreciate most is how Dalgliesh brings Norfolk to life. You don’t just follow the plot, you walk the windy beaches, peer into tight-knit communities, and feel the weight of every decision a detective must make.

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Need a New Perspective, Fresh Ideas, and Inspiration for Your Next Speech?

Then perhaps you need to take a vacation?

I am now one week into my three-week vacation in the UK.

This isn’t just a holiday, it’s a meaningful pause, a reconnection with my roots, and a chance to enjoy quality time with some of my favorite people.

My long-time friend and negotiation expert, Derek Arden, met me at Heathrow airport.

In the UK, he’s my chauffeur, train schedule interpreter, and enthusiastic tour guide around Dorset. We talk non-stop, and as fellow lifelong learners, our conversations stimulate us to be better and more creative in serving our clients and audiences.

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