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.
Read More...Sales Presentations How Do You Improve?
When we frequently deliver sales conversations and presentations, or deliver more formal presentations, we are reinforcing what we do well…and what could be less effective or distracting. The way for us to improve is to understand what we naturally do well. Understand why, name the technique so that we can repeat it under pressure and teach others; discover what we do that is distracting and replace it with a better, more productive habit.
Read More...How to Overcome Sales Objections
How to Overcome the “I Need to Think about it / Need to Wait until Next Week/Month / I’ll Get Back to You ” Objection by Mike Brooks
One of the oldest and most used smokescreens in the book is the, “I need to think about it” objection. So many sales reps struggle with this one because they think the prospect isn’t saying no, and so they don’t know how to respond to it.
Unfortunately, what many of you have found out is that your prospect actually is saying no – they’re just saying it in a way that makes it difficult for you to handle it. Well that will end for you today. By using the scripts below, you’ll see if your prospect really does need to think about it, or if he/she is blowing you off. Believe me you want to know now so you can save yourself weeks of chasing and begging a deal that will never close.
Sales Presentations: Power Pitching: Get the Personal Edge
•Steer clear of technical language and jargon. Rehearse your presentation in advance with your spouse or an intelligent 12-year-old across the dinner table. If there’s anything they don’t understand, it’s too complicated.
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