Use Fewer Words First let’s learn what Jerry Seinfield says – because after all if you can learn from a marquee comedian who gets millions of dollars a year, well, it’s going to help with your sales. Jerry said, “I will take an hour to edit an eight-word sentence down to five.” Now in his […]
Read More...When Does Your Sales Presentation Start? A Sales Presentation Tip
Here is an important sales presentation tip I shared with Long & Foster, the largest real estate company in the Mid-Atlantic region of the United States. This is something that anyone giving a sales presentation should keep in mind.
Read More...Long & Foster Sales Presentation Skills
Long & Foster Sales Presentation Skills. Is 2013 the year you double your sales? After our January meeting you will have all the tools. Patricia Fripp is looking forward to being your personal coach.
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...How to Get Greater Results from Your Sales Presentations
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 it be profitable if your prospect vividly knew why others selected you as their vendor of choice?
Sales Psychology from Harvey Mackay
You have to like selling to succeed at it. Success, after all, is doing what we like and making a living at it. Work isn’t work if you like it. And, success is a journey not a destination.
Read More...What Makes a Story so Powerful? Public Speaking Tip
The speech was called “Everything Begins with a Love Story.” I told the audience of how our parents met and fell in love and about our joy of hearing this story when we were young, and now as adults. The brilliant Robert Fripp said “Sister, do you know why you are so moved by this? It is because by reliving the story while told the event itself continues to live in the experience of the storyteller and the audience. We grew up in our parent’s history and it became part of the living present.”
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...Every sales presentation is a missed or captured opportunity
Every sales conversation and presentation is a missed or captured opportunity. Which will your next one be?
Read More...Is Cold Calling Fun? Not Unless…
Is Cold Calling Fun? Not unless you know how! This morning THE Executive Speech Coach Patricia Fripp…yes me! was reading my inbox and found the video from CanDoGo. This is a video service and I have created many of my own. Not only do they give you the video they give you the content.
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