Patricia Fripp: Effective Sales Conversations and Presentations

When your message must be memorable, your presentation powerful, and your sales successful, in-person or online Patricia Fripp can help. Kiplinger's Personal Finance wrote that the sixth best way to add to your success is to learn presentation skills from Patricia Fripp. She is a Hall of Fame keynote speaker, executive speech coach, sales presentation skills and an on-line training expert. To improve your speaking and sales presentations easily, conveniently and quickly your best option is to learn from Patricia in her interactive online training www.frippVT.com and have her available 24/7. How Patricia helps salespeople to have effective sales conversations and presentations Patricia helps salespeople on what to do once they are in front of a prospect. She helps salespeople with the structure, the scripting and the stories in the presentations. Most salespeople don't know what words to use. The quality of the information you receive depends on the quality of your questions. A good example of the importance of word choice is: say "thank you for the opportunity" instead of "thank you for your time." In summary: Open with impact. Focus on structuring your presentation all around them. First congratulate for their website, stock prices going up, or something else about them. Give stories and examples of satisfied clients. Review and answer their questions. Close with: "If this is of your interest, our next logical step is to do this ..." Some of the mistakes sales teams make Winging it. Especially senior salespeople do this. Not asking enough questions. Not confirming the scheduled calls. Do it two days in advance. Not using stories effectively. Using too much "I" language. Use "You"-focused language instead. Not driving what is the next logical step. Not being specific. Remember that "Specificity builds credibility." Be clear and concise. How to make your stories better Companies don't sell. Individuals who represent companies sell to individuals or teams from another company. You must tell a story, with a dialog, make it dramatic. You need a character and a conversation. Reported speech is not effective. Related: A Sale Is A Love Affair Favorite quotations "It is not your customer or prospect's job to remember you. It is your obligation and responsibility to not let them forget you ." — Frippicism "Outside the privacy of your own home, all speaking is public speaking." — Frippicism Recommended books Read a good thriller by David Baldacci, Patricia Cornwell, or James Patterson. Million Dollar Consulting by Alan Weiss Routine to Shine Whether is a phone conversation, a networking conversation or a sales presentation, have it transcribed and read the words that come from your mouth. You will be terrified. Then re-script, re-write the words and internalize them. Links Fripp VT Patricia's website   P.S. If you liked this episode, you might enjoy subscribing to our mailing list. Also, I’d appreciate if you write a review in iTunes or Stitcher. Your reviews will encourage me and will help other people to find the podcast. Thank you!