How to Be A Rainmaker

Executive Speech Coach & Sales Presentation Expert, Patricia Fripp, CSP, CPAE
Executive Speech Coach & Sales Presentation Expert, Patricia Fripp, CSP, CPAE

The Best Way to Open a Sales Presentation

Most sales professionals begin their sales presentations by thanking their audience for the time and talking about themselves and their firm. If that’s your approach, stop.

If you want to capture the attention of your prospect

“I recommend every sales present

 start by saying something nice about the audience, says sales presentation expert Patricia Fripp. That doesn’t mean complimenting someone on their tie or the painting hanging on the wall. Say something good about their business.ation start with ‘Congratulations.’ And then mention some aspect of their business that they are very proud of,” says Fripp who is presenting a webinar Dec. 16 titled “How to Give Your Sales Presentations a Competitive Edge.”

Some examples:

“Congratulations. Your last advertising campaign—spectacular.”

“Congratulations. Your stock price has just gone up two points when your major competitors’ has gone down. Your strategy is obviously working.”

Or it can be as simple as this: “Congratulations. Everybody I met on my way to the meeting smiled, engaged, and welcomed me. Obviously your core values are working.”

Even if you have to introduce yourself, say something of interest to your audience first, Fripp says. After you say something nice, then say something like this: “In case we haven’t had the pleasure of meeting, I’m Patricia Fripp. And in my role as your account rep for…”

As you introduce yourself, use words that indicate you already belong to them—that the job is yours, she says. So, you might say, “In my role as your representative…” or “As your consultant…”

“You’re already talking about how you belong to them when you’re still trying to get the business,” Fripp says. “It’s psychological. There’s a feeling, and it’s my belief people are going to treat you a little better—even if they don’t know it.”

Listen as Fripp discusses:

  • 3 mistakes people often make when giving sales presentations
  • What to do differently in a sales presentation vs. a presentation to your company’s executives
  • Why you need to be flexible when giving presentations
  • The one thing all great presenters do


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Executive Speech Coach and Hall of Fame Keynote Speaker Patricia Fripp is hired by individuals and companies who realize that powerful, persuasive presentation skills give them a competitive edge.