This short sentence gets your point across or summarizes your story. It adds clarity so that your audience grasps your message easily. These phrases are both memorable and easy for you and your audience to remember.
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These four principles will help you and your sales team build a strong foundation for a new client relationship.
Imagine my surprise when a national sales manager addressed his top 60 associates and said, “At lunch, the sales team and I agreed that we had no idea how we managed to sell anything before we met Patricia Fripp!”
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Want to know a secret? Even the most seasoned speakers feel slightly nervous before a high-stakes presentation. It’s completely normal—just a human reaction, not a professional flaw. So, how do you transform that nervous energy into a presentation that captivates your audience? Here’s some of the advice I give my clients:
First. Master Your Material. Familiarity breeds confidence. Know your topic so well that it feels like a natural part of you. I always tell my clients, “Know your speech so well you can forget it.” In other words, you should be able to open your mouth, and the words fall flawlessly from your lips.
Second. Commit to Rehearsal. As Sir Michael Caine famously said, “Rehearsal is the work. Performance is the relaxation.” Don’t just rehearse alone; get feedback from a trusted friend, mentor, or professional coach. Rehearsing in front of others builds your confidence, helps refine your message, and allows you to receive positive feedback.
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I love to ask questions that pique my curiosity to help them uncover a treasure trove of content they can weave into their speeches. This approach makes them effective, memorable and authentic.
This isn’t just about storytelling; it’s a journey to understand the true essence of your communicative power. Your unique experiences resonate with others and build connections beyond the usual speaker-audience relationship.
For example, when discussing strategy, I asked my client, “When was the first time you realized the importance of strategy?” He replied, “When I was a 14-year-old ball boy before the French Open…”
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Please do not overlook one of the most powerful tools in sales—storytelling. If you’re in sales, you might have noticed that it often feels like our prospects are trained to resist our presentations. I promise you that a well-told story can break through even the most formidable defenses and help you close more deals.
When you’re up against intense competition, what sets you apart? It’s the story you tell. One that shows how you’ve made a real difference for your clients. These stories—whether you call them examples, case histories, or testimonials—are about your satisfied clients enjoying the benefits of your product or service.
Read More...The famous 7-38-55 Rule from Albert Mehrabian’s research is often misquoted, especially when people try to apply it to public speaking or keynote addresses. Let’s set the record straight.
What the 7-38-55 Rule Really Means
Mehrabian’s research, from which the 7-38-55 Rule is derived, was actually about a particular kind of communication: situations where a person is expressing feelings or attitudes, and there is a mismatch between the verbal message (the words) and the nonverbal cues (tone of voice and facial expressions).
This rule is often summed up as:
7% of communication is through words
38% through tone of voice
55% through facial expressions
However, this research was conducted in a controlled environment. Participants evaluated short phrases expressing emotions, like “I like you” or “I don’t like you,” while the tone and facial expressions were manipulated to create ambiguity.
Read More...Want to Know the Secrets of How to Become a Speaking Superstar?
If you want to become a speaking superstar, control your pace and embrace the power of the pause. Think of a pause as a tool, not a sign of forgetting what to say next. A well-placed pause gives your audience a moment to absorb your ideas. It also adds drama, allowing your words to carry more weight. Try practicing with a script, pausing for two full seconds at the end of each sentence. It will feel unnatural initially; however, with practice, you’ll find a rhythm that feels both steady and confident.
Read More...The dictionary tells us that “translate” is a verb and means to change from one language into another or form or medium into another, essentially making sense of a language.
On the other hand, “interpret” is similar yet different. The primary definition is to make sense of, assign meaning to, or explain something.
Understanding this distinction is crucial when speaking to an international audience. Let me share a few examples from my experiences that might help you navigate this unique dynamic.
Learning from Professional Interpreters
While working with a large sales company, I developed a close relationship with several professional interpreters. As I often advise, I interviewed them to understand their craft better. They shared, “Patricia, translating documents is one part of our job. However, real skills come in when interpreting live for a speaker. When we interpret, we are acting out the stories. That means the international audience might not hear word-for-word what the speaker says, but they get the essence.”
Read More...Often in fascinating conversations with intriguing people. Engaging in exciting dialogues with diverse individuals is not just a delightful experience; it’s a goldmine for your presentations and personal growth.
You’re opening a door to a treasure trove of ideas when you have meaningful conversations, especially with those with different backgrounds and perspectives. This exposure keeps your mind sharp and enhances your ability to think creatively, a crucial skill when crafting compelling presentations. Picture this: You’re chatting with a scientist, an artist, and an entrepreneur. Each person offers a unique insight that could inspire the next brilliant point in your presentation. These conversations add layers of richness to your content, making your message more engaging and impactful.
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As a seasoned sales presentation expert, I’ve enjoyed dissecting numerous sales books during my career. However, few have left as lasting an impression as Open the Mind and Close the Sale by John M. Wilson, updated for today’s readers by Willis H. Turner. Originally published in 1952, this book stands the test of time with its timeless sales principles and strategies that remain remarkably relevant in our modern, technology-driven sales environment.
A Timeless Classic with Modern Relevance
One of the standout features of this book is its foundational principles, which remain unshaken even after decades of technological advancements and changing market dynamics. Wilson’s original insights into human behavior, motivation, and the psychology of selling are as applicable today as in the 1950s. Will Turner’s updates seamlessly blend these classic ideas with modern contexts, ensuring that today’s sales professionals can glean invaluable lessons that wll relate.
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Receive free, on-going Fripp webinar invitations, sales and presentation skills information, and special discounts from Executive Speech Coach, Sales Presentation Trainer, and Professional Keynote Speaker, Patricia Fripp, CSP, CPAE. As an added bonus, sign up now and receive a free copy of Patricia Fripp’s How to Present and Teach in the Virtual World.
