“Patricia, what is the biggest mistake sales professionals make?” I was recently asked this in an interview. My answer? Not rehearsing. I expected to hear, “We lock the presentation team in the board room for a week. We go over our parts, video, and review. Then we bring in at least five different audiences of […]
Read More...How to Stay Clear, Concise & Focused on Your Prospect’s Needs
Selling to large enterprises can be complex, but your sales presentation does not have to be. You are often speaking to the audience of your audience. In other words, your presentation will be repeated and discussed for months with individuals you may not have met. When your message is clear, concise, and focused on the […]
Read More...Want to Connect with Every Audience, Every Time? You Need To
I am often asked, “How can I be confident that I’m connecting with my audience?” The answer is, “Make an emotional connection.” Whether you speak at a boardroom table or in a vast auditorium, your goal must be to connect emotionally with your audience. Emotional connection is key to ensuring your message is heard. Here […]
Read More...What Should You Wear When You Are Giving a Speech?
When you have to give a speech or presentation, how do you decide what to wear? Maybe you haven’t considered how your appearance can influence your audience’s response to you? In this short video, I share a few tips, for both men and women, on how to dress in a manner that will support your […]
Read More...Sales Presentations – How to Be Clear ; Concise: Start with Structure
When you know you’ll you have a few minutes to present to a true decision maker, what do you say? Don’t panic. This is a great opportunity. Be prepared and get to the point. Remember, with a senior-level executive you must be clear, concise, credible, and able to articulate your bottom line. Always start with structure. […]
Read More...How to Reduce Frustration & Increase Results in Prospecting
Prospecting can be one of the most frustrating aspects of selling. Leading sales strategist, Jim Pancero shares this four-step process to reduce frustration and increase results when you reach out to prospects. Discover how your personal selling style and philosophy could be dramatically impacting your level of success. You will learn what it takes to gain an advantage. We know you’re good, […]
Read More...The Research on Why Limited Options Can Actually Boost Sales
You’ve probably heard, “A confused mind always says, ‘No.’” Well, it’s true. In my work with sales professionals, I remind them that unnecessary industry jargon can overwhelm prospects. David Hoffeld, author of The Science of Selling would add that too many options can also overwhelm. David was my guest at a recent FrippVT Sales Series web […]
Read More...Why Stories Are An Unparalleled Way to Make Sales
It might be easy to resist a sales pitch, but few can resist a good story. We grow up feeling that a story is a reward. In sales, stories are the best way to clarify the complex, create emotional connection, and persuade. David Hoffeld, author of The Science of Selling, was a guest on my Fripp […]
Read More...Fair, Unfair, Good or Bad? How Do Buyers Know?
Science reveals that buyers make decisions based on strategic, incremental commitments. How can sales professionals sell in a way that inspires these commitments? David Hoffeld, author of The Science of Selling, was recently my guest on FrippVT Sales Series. Enjoy this excerpt from David’s book, explaining a mental shortcut the brain makes when forming judgments and […]
Read More...Make More Sales with the Science of Selling
Single-Option Aversion by David Hoffeld Does the number of product options presented impact whether or not a purchase will be made? This was the question that behavioral scientist Daniel Mochon sought to answer. His research, which was published in the Journal of Consumer Research, determined that the number of product options did heavily influence buying […]
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