When you have to give a speech or presentation, how do you decide what to wear? Maybe you haven’t considered how your appearance can influence your audience’s response to you? In this short video, I share a few tips, for both men and women, on how to dress in a manner that will support your message rather than detract from it.
Read More...How to Find The Opening of Your Speech – Expert Advice
Sometimes the ideal opening line is already right in front of you. Pay attention to your conversations. Great content, including the perfect phrase to open your presentation, can pop up in the middle of a conversation. I spend a lot of time with my professional speaker friends and often in the middle of a conversation I’ll ask, “Do you ever say that in your presentations?” “No,” is the usual response. I say, “You should. It’s better than your content.” This is because, what you say that captivates your friends is exactly what an audience will love.
I share this video explaining how sometimes a great first line is waiting to be discovered in what you are already saying. Give your opening words extra attention. When you immediately engage your audience, you help to ensure the overall success of your presentation. Enjoy!
Rock Star Communication: How to Inspire Action & Commitment
In an era of tough competition, presentations that persuade, educate, motivate, and inspire give you a competitive edge. Good presentation skills are no longer simply nice to have; they can mean career life or death.
Imagine yourself in the front row of a ballroom at the Bellagio Hotel in Las Vegas. Sitting with you are 1,500 sales professionals from all over the world. This was a software company’s challenging January sales meeting.
Read More...Sales Presentations – How to Be Clear ; Concise: Start with Structure
When you know you’ll you have a few minutes to present to a true decision maker, what do you say? Don’t panic. This is a great opportunity. Be prepared and get to the point.
Remember, with a senior-level executive you must be clear, concise, credible, and able to articulate your bottom line. Always start with structure. No matter the importance of your message, your presentation will only be successful if you first recognize the importance of structure. I discuss structure in this video excerpt from Fripp Virtual Training:
Read More...How to Reduce Frustration & Increase Results in Prospecting
Prospecting can be one of the most frustrating aspects of selling. Leading sales strategist, Jim Pancero shares this four-step process to reduce frustration and increase results when you reach out to prospects. Discover how your personal selling style and philosophy could be dramatically impacting your level of success. You will learn what it takes to gain an advantage. We know you’re good, now the question is are you ready to get even better?
Read More...The Research on Why Limited Options Can Actually Boost Sales
You’ve probably heard, “A confused mind always says, ‘No.'” Well, it’s true. In my work with sales professionals, I remind them that unnecessary industry jargon can overwhelm prospects. David Hoffeld, author of The Science of Selling would add that too many options can also overwhelm. David was my guest at a recent FrippVT Sales Series web event. This excerpt from David book explains how limiting options can actually boost sales and watch the replay of our recent web event:
Read More...Presenting Too Many Choices
by David Hoffeld
Your Team… How Strong Are Their Sales Skills, Really?
I teamed up with leading sales strategist, Jim Pancero for an event on advanced sales skills. We discussed how individual selling style and philosophy can dramatically impact a sales professional’s success and how to gain an advantage.
In this article, Jim shows us that you cannot assume that an experienced sales professional is a competent sales professional and three of the most common fundamental skill gaps in otherwise experienced salespeople.
Read More...Why Stories Are An Unparalleled Way to Make Sales
It might be easy to resist a sales pitch, but few can resist a good story. We grow up feeling that a story is a reward. In sales, stories are the best way to clarify the complex, create emotional connection, and persuade. David Hoffeld, author of The Science of Selling, was a guest on my Fripp Sales Series webinar and discussed the science behind the unparalleled power of storytelling and a lot more. I share a video replay of our conversation – plus, David’s article explaining why stories are essential to sales.
Fair, Unfair, Good or Bad? How Do Buyers Know?
Science reveals that buyers make decisions based on strategic, incremental commitments. How can sales professionals sell in a way that inspires these commitments? David Hoffeld, author of The Science of Selling, was recently my guest on FrippVT Sales Series. Enjoy this excerpt from David’s book, explaining a mental shortcut the brain makes when forming judgments and how you can leverage this to increase your sales success – and enjoy a video replay from our recent conversation on The Science of Selling.
Read More...8 Ways You Can Make Your Presentation A Success
The day has come for your first big speech or presentation. You are feeling confident in your message and delivery. You’ve become an expert on your chosen subject, you know your presentation content, and you’ve rehearsed… what could go wrong? Perhaps you have overlooked a few final details? To guarantee your success, there are still a few final steps to take before you face your audience and thrill your boss, client, colleagues or meeting planner. Don’t overlook these pre-presentation strategies. Without them, you run the risk of derailing your confidence and your presentation.
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