How do you feel about facing a room full of senior management, or even just a few around a boardroom table, all staring at you? I recently shared some strategies for presenting to senior management in a post called “7 Fripp Do’s – How to Present to Senior Management Without Being Terrified” Here are […]
Read More...Do You Feel Underappreciated at Work? Try These Suggestions
I never forgot being booked to speak for Microsoft at their Women’s Conference because the chairperson had read and loved an article I wrote about what to do when you’re not being appreciated. However, I wish I had found David Spark’s article to share. Enjoy and thanks David. 9 Surefire Ways to be Appreciated at […]
Read More...Who Do You Trust? Do You Sound Persuasive?
If you want to be trusted it helps if you are a powefully persuasive. Patricia Fripp and Darren LaCroix can help you in our June Story and Structure Speaking School and Coaching Camp. June 15-17, 2012 in Las Vegas. When it comes to trust I am sure you will find Richard Edelman’s article as interesting […]
Read More...Using Power Questions to Build Peer Relationships
Ask, Don’t Tell: Using Power Questions to Build Peer RelationshipsBy Andrew Sobel, co-author of Power Questions: Build Relationships, Win New Business, and Influence Others Andrew was smart enough to hire me, Patricia Fripp, as his speech coach early in his career. Not sure if you hired me you would be as in demand as Andrew […]
Read More...The Best Way to Open a Panel Discussion – Expert Advice
If you are a leader, manager, executive, professional speaker, Toastmaster, or ambitious professional, most likely you will have the opportunity to moderate a panel. If you believe there is nothing duller than a bad speech, may I suggest a dull panel is even worst? As with any great presentation, when opening a panel discussion, the […]
Read More...The Surfer’s Situation and Sanborn Triad of Trials
Interact with the waves of change to create the outcome you desire.
The triple whammy hit me in 2008. For one thing, speaking engagements—my primary source of income—had dropped by about 20 percent. For another, my financial investments tanked. And last but certainly not least in the Sanborn Triad of Trials, doctors diagnosed me with prostate cancer.
Strike one. Strike two. Strike three. Right
Read More...The Good Shoulds from Mark Sanborn
Section I: See
It sounds simple, doesn’t it? From infancy we are able to see the world around us. But seeing isn’t just about looking at the world around you; it’s about attaching meaning to what you see. One person might see a daunting wave; a surfer sees an opportunity. One person might see an obstacle; a successful person sees a starting block. Are you willing to open your eyes?
“The value of experience is not in seeing much, but in seeing wisely.”
—William Osler, Canadian scientist
http://www.marksanborn.com/blog/
Read More...6 of the Biggest Mistakes Salespeople Make in Their Presentations
6 of the Biggest Mistakes Salespeople Make in Their Presentations
By Patricia Fripp, CSP, CPAE
Salespeople are incredible. Like Hollywood actors, whenever they open their mouths, they are putting themselves and their company on the line, taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced salesperson can use some coaching and polishing now and then.
Here are the 6 most common mistakes that my sales clients are making at the beginning of our coaching sessions. By the time we’re through, they’ve learned how to avoid them.
1. UNCLEAR THINKING. If you can’t describe the objective of your interaction in one sentence, you may be guilty of fuzzy focus, trying to say too much at once. You’ll confuse your listener, and that doesn’t make the sale. Decide exactly what you want and need to accomplish in this contact. What would be a positive outcome? For example, imagine that a busy executive says, “You have exactly ten minutes of my time to tell me what you want me to know about your company. In one sentence, tell me how I should describe your benefits when I talk to my managers tomorrow.” At any stage of the sales process, you should know in advance why you are interacting, what benefits you are offering your prospect or client, and what you’d like the next step to be.
Read More...Effective Presentation Skills: Avoid Clichés Like the Plague
Avoid Clichés Like the Plague
If your goal is to become more effective in your presentation skills value your own opinion. Although we are amused with expressions such as “Make my day”, “Read my lips”, “Think outside of the box”, “I’ll be back” after a while they are so overused they go from “classic” to “cliché.”
Read More...Executive Communication:Three Ways to Be an Inclusionist Leader
“I’m often asked the following question by executives, who understand that inclusionist leadership is more than just diversity training. “What can I do to be a more inclusive leader, so I can leverage the diversity of skills, and talents of my employees?”
Read More...
