Four Powerful Questions to Help You Unlock Sales

Three Business People Having a Sales Conversation with Laptop Computer
Successful sales conversations always start with asking the right questions.

My friend and fellow speaker Andrew Sobel is a leading authority on developing and sustaining long-term client relationships. He has authored over eight acclaimed and bestselling books on the subject. Early in Andrew’s career, I was his speech coach. Now as a speaker, Andrew’s message is especially relevant to companies that need to standout in increasingly crowded markets. I always remind people, “Sales conversations are most effective when they are focused on your client’s concerns – not on the product or service you provide.” Asking the right questions is the only way to understand your client’s concerns. I share this excellent article from Andrew on the subject:

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Expert Advice – How You Can Prevent Miscommunication

Archie and Edith Bunker from All in The Family
Jean Stapleton & Carroll O’Connor as Edith & Archie Bunker of “All in The Family”

I’m looking forward to speaking at the Assessments24x7 2nd Annual Users Conference in San Diego this week! Assessments24x7 provides corporate employers, industry coaches and consultants the analytical tools to benchmark their hiring processes, boost employee productivity, and maximize performance. Understanding another person’s behavioral style is key to understanding their communication style. Dr. Tony Alessandra, an expert in behavioral styles and founder of Assessments 24×7 explains, “…people will teach you how to communicate with them if you’re willing to learn their signals…” I share this great advice from Tony:

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Everyone Wins with Adaptability – How Adaptable Are You?

Group Conversation
Adaptable people meet others’ needs and their own. They know how to negotiate relationships in a way that allows everyone to win.

I am delighted to be speaking at the Assessments24x7 2nd Annual Users Conference, October, 8th and 9th in San Diego. Assessments24x7 provides corporate employers, industry coaches and consultants the analytical tools to benchmark their hiring processes, boost employee productivity, and maximize performance. Identifying unique personal strengths is invaluable in achieving professional happiness. Is adaptability one of your personal strengths?

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Grit Matters – Your Journey from Ordinary to Extraordinary

Grit to Great bookFor most people, even with natural talent, there is no such thing as overnight success. More often, success is a result of something my brother, Robert Fripp calls “discipline.”  In case you didn’t know, Robert is a legendary guitarist who is included on Rolling Stone magazine’s list of “100 Greatest Guitarists” of all time – so he knows something about success. As an executive speech coach and Hall of Fame keynote speaker, people ask me, “Can I become good enough to get paid to speak?” My response is, “I guarantee you do not lack the talent to do this. You might lack the patience. Learn to love the process.” This approach to success can also be called “grit.” Robin Koval and Linda Kaplan Thaler have just released a book on the undeniable power of grit. A few years ago, I was delighted when they included one of my stories in their bestselling book, The Power of Small. I share this excerpt from their newly released Grit to Great: How Perseverance, Passion, And Pluck Take You From Ordinary To Extraordinary with you:

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Your Happy Client Can Help Make Your Next Sale

Thumbs Up Sign
A happy client might be willing to recommend you, but unless you ask, they probably never will.

My friend Joanne Black, a leading authority on referral selling, says, “Just because clients are willing to refer you doesn’t mean they will.” Join us, Wednesday, September 9, 2015, 12:00 noon PST, for a complimentary interactive virtual training to show you how to “Pack Your Pipeline with Hot Prospects.” Register and receive a replay link, even if you are unable to attend. Enjoy these insights from Joanne:

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Congratulations to Toastmasters’ 2015 World Champion of Public Speaking

Patricia Fripp with Toastmaster Friends at The 2015 International Convention
Executive Speech Coach & Hall of Fame Keynote Speaker, Patricia Fripp with Toastmaster Friends at The 2015 International Convention in Las Vegas

This last week, I had a wonderful time at the Toastmasters International Convention in Las Vegas, where I delivered the opening keynote to a truly international audience. (Just in case you don’t already know, Toastmasters International is a non-profit educational organization teaching public speaking and leadership skills through a worldwide network.) One of the many highlights of this year’s convention was the final competition for the World Championship of Public Speaking. Congratulations to Mohammed Qahtani of Saudi Arabia, who emerged from a field of 30,000 contestants to become the 2015 Toastmasters World Champion of Public Speaking! Past winners of this prestigious competition include: Ed Tate, Mark Brown, and Darren LaCroix, my co-presenters at the Lady and the Champs conventions. I share this from Toastmasters’ International:

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How to Fine-Tune Your Words for Greater Impact

Executive Speech Coach & Hall of Fame Keynote Speaker, Patricia Fripp, CSP, CPAE
Executive Speech Coach & Hall of Fame Keynote Speaker, Patricia Fripp, CSP, CPAE

Are your presentations persuasive? Powerful? Subtle differences in language can make an enormous difference. Maybe you’ve already edited a script of your speech. This is a great first step, but I recommend you also record yourself and listen carefully. Then, fine-tune your words and phrases to maximize your impact. Consider both your word choices and word order. Here are a few inside secrets I share with my speech coaching and Fripp Virtual Training clients:

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Toastmasters 2015 World Championship of Public Speaking

Toastmasters International LogoI am honored to speak this month at the 2015 Toastmasters International Convention in Las Vegas. The semifinalists in the 2015 Toastmasters World Championship of Public Speaking competition have just been announced. Those who make it to this international speech competition have won competitions, beginning with club contests and continuing through area, division, and district level contests. Just 96 of 30,000 initial participants made it. Statistically, contestants had a better chance of being admitted to Harvard! The work it takes to get to this level of competition is an education in itself.

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Public Speaking – What Fortune 500s Know

Business Presentation Woman Before Audience
What can you do to equip your employees with competitive communication and leadership skills?

Does your organization encourage, or even better, provide training to equip your employees with competitive communication and leadership skills? Have you considered your own in-house Toastmasters club or perhaps Fripp Virtual Training? If you are reluctant to allocate employee time or company resources to presentation training because you worry  “they might leave,” consider what my friend and colleague Jim Cathcart says, “What if you don’t train them, and they stay?” 

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The Day King Crimson Exploded onto The Scene

Patricia & Robert Fripp at The Lady & the Champs Speakers' Conference 2015
Patricia & Robert Fripp at The Lady & the Champs Speakers’ Conference

My brother, Robert Fripp is known around the world as a legendary guitarist and a member of King Crimson, but not everyone knows he is in fact a superb and entertaining speaker!  I had the pleasure of presenting with him at the 2015 Lady & the Champs Speakers’ Conference. (Our presentations were recorded and are now available.) I loved this article, featured last week on the Discipline Global Mobile website – Sid Smith shares the history of a remarkable King Crimson milestone.  Enjoy!

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