Want to Drive More Sales? Nobody Can Resist a Good Story Well Told

Want to Drive More Sales? Nobody Can Resist a Good Story Well Told

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...

Let Us Set the Record Straight: Clarifying the 7-38-55 Rule

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?

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...

How to Connect with an International Audience: Secrets of Working Effectively with Interpreters

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...

Are You Overlooking a Powerful Tool to Create Compelling Content?

As a presentation skills expert, I often tell my clients that the best content for their talks comes from unexpected places.

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.

Conversions begin with “Hello.”

Conversations are an endless source of original content for speakers for our presentations.

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.

Read More...

Why I Love Open the Mind and Close the Sale and Why You Will Too

Have you noticed some wisdom that has been around for years suddenly becomes relevant, and with a dedicated person behind it, it is brought back to life to influence a new generation?

Open the Mind the Sales and Close

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.

Read More...

Want Great Speeches? Mine Your Lessons Learned in Everyday Life

Have you often noticed how the most profound lessons usually come from the most straightforward everyday experiences?

Look closely

You might hear a funny or profound speaker seemingly talking about mundane situations, and you think, “Nothing like that ever happens to me.” Of course, it does, or you wouldn’t relate to it. That speaker has attributes meaning where it doesn’t usually occur, turning ordinary moments into powerful lessons.

For example, in a speech on good customer service, my client said, “Patricia, our associates don’t stay in Ritz Carlton; they don’t shop at Nordstrom. How do we teach them what good service is?”

I responded, “Very easy. We are all customers. You need them to act as business consultants based on their experiences and then apply what they learn to their company.” I shared some of my good and bad customer service stories and asked them, “Who would like to tell me one of yours?”

A young woman raised her hand and said, “I went into a store to buy a leotard to go under my child’s Halloween costume. I made a mistake and took the wrong size. I hadn’t opened the package, so I returned it and said, ‘Excuse me, could I change this for another size?’ The clerk rolled his eyes and said, ‘You don’t even know what size your kid is?’”

She continued, “I made another purchase, wrote a check, and accidentally put the next day’s date on it. The clerk threw the pen across the table and said, ‘Will you initial that?’ I went up to the Customer Service Department and told them the story.

Read More...

If It Were Not a Thing, What Would It Be?

Are you guilty of using lazy language?

In my speech coaching sessions, one of the most frequent questions I ask is, “If it were not a thing, what would it be?”

For example, one brilliant engineer preparing for his company’s User meeting said, “There are two things people love about…” You guessed it; I asked, “If it were not a thing, what would it be?”

His reply? “Innovative upgrades.” My next question: “There are billions of people in the world. Which people love your innovative upgrades?” His answer: “Systems administrators.”

This simple exchange is just one way I help brilliant professionals communicate as intelligently as they are.

The next time you hear someone—even yourself—use the word “thing,” take a moment to write out the sentence and find a stronger, more specific word to replace it. By doing this, you’ll become more aware of your own word choices, making it easier to speak with precision.

When did this crusade against the word thing begin? It all started when my friend David Palmer introduced me to my now favorite phrase, “Specificity builds credibility.”

As I sat in the back of a coaching camp I was conducting with Darren LaCroix, I became increasingly irritated by the number of times I heard phrases like, “The best thing to do to be successful…” or “The first thing I did to make the sale…” I couldn’t help but think, “Do you mean the best action we need to take?”

Here’s a list of more precise options for your consideration.

Read More...

Add Historical References to Add Interest to Your Modern Day Speeches

When you give a speech and use a reference from the past, do you research it?

For instance, one of my executive coaching clients asked for help with his Father of the Bride speech. He wanted to use the phrase tying the knot. I asked, “Do you know the historical reference?” We researched it and included it in his speech. Who said you couldn’t get more competent at a wedding?

Tying the Knot:

Father of the Bride speech
Read More...

Never Make the Mistake and Overlook the Power of Moments to Reflect

Alan Alda says, “The space between the lines makes a great performance.”

Yes, you guessed it. That means you must never underestimate the power of the pause. This is true in acting, speaking, and music.

My brother Robert Fripp, the legendary guitarist and one of Rolling Stone magazine’s “100 Greatest Guitarists,” explains, “The music is between the notes, not in the notes.”

Your words do not convey your message by themselves; it is also with your pauses.

Take pausing seriously

Remember, a pause isn’t a moment of nothing. It is a tool used strategically to help you build an intellectual and emotional connection with your audience. When you pause, you give your audience time to process your words. A pause allows your listeners to stay engaged and enables them to follow what comes next. If you tend to speak rapidly, allowing adequate time for pauses is even more important. Pauses also give you time to breathe, smile, and think.

Pauses are the punctuation marks of your speech. They give structure and meaning to our words.

Read More...