In the first part of this series of story strategies for sales presentations, we walked through the first formula for a good story well told: Situation, Solution, Success. This second formula will help you learn how to create a story your potential buyers can relate to. Whenever you are telling a story to a prospect, […]
Read More...Story Strategy to Improve Your Sales Presentations – Part 1
Even the most hardened prospect can’t resist a good story – when it is well told. The reason you must tell stories is because your prospects will not remember everything you say; they will, however, remember what they see in their minds and feel in their hearts while they listen to you share a story […]
Read More...6 Mistakes Sales Professionals Make in Their Sales Presentations
You have a competitive edge when your sales presentations are more powerfully persuasive in your than your competition’s. Are you losing sales you feel you deserve to make? Would it be helpful if your prospect remembered what you said? Would it be beneficial if three weeks later, your prospect could repeat your key ideas? Would […]
Read More...Public Speaker Improve Your Stories with Hollywood Techniques
For the fourth time Hollywood and NSA Royalty collide! Officers of the National Speakers Association Northern California Chapter (NSANC) are excited to present a very special program on Saturday, May 3, 2014 in the San Francisco Bay Area. Patricia Fripp and Michael Hauge give both another reason to celebrate that special show business bond. Registration: 8:30am […]
Read More...How to Make A Sale by Making Your Questions Count
This is a follow up to my post on how you can solve “who cares?” syndrome in your sales presentations. We discussed the importance of asking good questions in order to discover how a client can benefit from your product or service. With that, here is a strategic approach to several aspects of asking questions […]
Read More...How You Can Solve “Who Cares?” Syndrome in Your Sales Presentations
Selling isn’t about you or your products, it’s about how the prospect will benefit. To be persuasive, you need to appeal to the other person’s rational self-interest. People make decisions for their reasons, not yours. Here are some quick reminders to help them make those decisions in your favor. Forget your company history or industry […]
Read More...Want to Increase Sales? Remember, It is Not Your Client’s Job to Remember You
It is not your client’s job to remember you; it is your obligation and responsibility to make sure you are unforgettable. Here is a great action step for you to take… Call your five best clients – those whom you currently use as references. Even if you leave a voicemail, say, “Bob, I never get […]
Read More...How to Follow Up with Potential Clients – Give Benefits to Earn Business
We all have to discover the best way to follow up with our leads. “What is your sales process?” “How do your leads come in?” “What do you do with your leads?” “How do you follow with prospects?” “What process do you use to get to a formal presentation?” An example of my process with […]
Read More...Are You Making Any of These 12 Biggest Mistakes Commonly Made in Sales Presentations?
Sales professionals put themselves and their companies on the line with every word. Here are the 12 most common sales presentation mistakes I see when companies hired me to help them get better results from their important conversations and presentations and how to avoid them. 1. Unclear thinking. Want clarity? Imagine that a busy executive […]
Read More...Connecting to Your High Stakes Audience in 8 Minutes: Emotionally and Intellectually
Are you confident your sales presentations are more compelling than your competition? Do your sales presentations connect to your audience intellectually AND emotionally? My friend Joe, a sales manager for the Fairmont Hotel in San Francisco, called me for help. He was confident in his one-on-one salesmanship, but he’d lined up an eight-minute presentation to […]
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