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.
Find a great opening line for your presentation with help from Patricia Fripp, Executive Speech Coach and creator of FrippVT.
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!
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.
Patricia Fripp explains shows you how to structure a sales presentation through FrippVT.
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:
Prospecting is still one of the best ways to uncover new business opportunities.
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?
The brain can become overwhelmed when evaluating multiple products, even those as simple as jam.
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:
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.
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.
What can a sales professional learn from a Girl Scout?
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.
Does the number of product options presented impact whether or not a purchase will be made? This was the question that behavioral scientist Daniel Mochon sought to answer. His research, which was published in the Journal of Consumer Research, determined that the number of product options did heavily influence buying behaviors.
In one of his experiments, consumers were asked to purchase a DVD player. When a single DVD player was shown, only 10 percent purchased. However, when two different brands were shown sales skyrocketed, as an impressive 34 percent agreed to purchase the original DVD player, while 32 percent agreed to purchase the second DVD player. In total, a whopping 66 percent of shoppers agreed to purchase at least one of the DVD players when two options were shown.
When buyers are presented with only a single product or service, they rarely feel confident enough to make a positive buying decision and will want to look at alternatives. The reason is because of single-option aversion. This heuristic causes the brain to assign more risk to a decision when there is only one option in a choice set. Without something similar to compare a product or service to, the brain struggles to identify value and the decision-making process will often stall.
On the other hand, when the brain is shown competing alternatives, it will automatically assess each and select the best. This evaluation drastically reduces the perception of risk and the fear of making a poor decision. When presenting your products or services, always give buyers a few options. Doing so will make it easier for their brains to arrive at a decision.
David Hoffeld, Science-Based Sales Trainer & Author of The Science of Selling
David Hoffeld is the author of the acclaimed book The Science of Selling and the CEO and chief sales trainer at the research-based sales and consulting firm, Hoffeld Group. He is a sales and leadership contributor to Fast Company and has been featured in Fortune, U.S. News and World Report, The Wall Street Journal, Harvard Business Review, CBS Radio and Fox News Radio. To learn more about his science-backed sales strategies visit: www.HoffeldGroup.com
Thank you David!
If you and your sales team are losing out because of poor presentation skills, why not get the help you need on your own schedule? Become a great speaker easily, conveniently, and quickly with FrippVT. Take a trial now and get three free chapters on Stories, Openings, and Sales: http://frippvt.com
“In my 12 years in sales and marketing, you are the most dynamic, charismatic, and knowledgeable sales presentation trainer and executive speech coach that I know. After your presentation skills training, both my sales and technical support team are closing more sales!”
– Bill Lewis, Director of Sales and Marketing, North America, Unitech America, Inc.
Executive Speech Coach and Hall of Fame Keynote SpeakerPatricia Fripp works with individuals and companies who realize that powerful, persuasive presentation skills give them a competitive edge.
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How to Present and Teach in the Virtual World…and More
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.
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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.
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.
If you and your sales team are losing out because of poor presentation skills, why not get the help you need on your own schedule? Become a great speaker easily, conveniently, and quickly with FrippVT. Take a trial now and get three free chapters on Stories, Openings, and Sales: http://frippvt.com
