Three Business People Having a Sales Conversation with Laptop Computer

Successful sales conversations always start with asking the right questions.

My friend and fellow speaker Andrew Sobel is a leading authority on developing and sustaining long-term client relationships. He has authored over eight acclaimed and bestselling books on the subject. Early in Andrew’s career, I was his speech coach. Now as a speaker, Andrew’s message is especially relevant to companies that need to standout in increasingly crowded markets. I always remind people, “Sales conversations are most effective when they are focused on your client’s concerns – not on the product or service you provide.” Asking the right questions is the only way to understand your client’s concerns. I share this excellent article from Andrew on the subject: Continue reading

Archie and Edith Bunker from All in The Family

Jean Stapleton & Carroll O’Connor as Edith & Archie Bunker of “All in The Family”

I’m looking forward to speaking at the Assessments24x7 2nd Annual Users Conference in San Diego this week! Assessments24x7 provides corporate employers, industry coaches and consultants the analytical tools to benchmark their hiring processes, boost employee productivity, and maximize performance. Understanding another person’s behavioral style is key to understanding their communication style. Dr. Tony Alessandra, an expert in behavioral styles and founder of Assessments 24×7 explains, “…people will teach you how to communicate with them if you’re willing to learn their signals…” I share this great advice from Tony:

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Group Conversation

Adaptable people meet others’ needs and their own. They know how to negotiate relationships in a way that allows everyone to win.

I am delighted to be speaking at the Assessments24x7 2nd Annual Users Conference, October, 8th and 9th in San Diego. Assessments24x7 provides corporate employers, industry coaches and consultants the analytical tools to benchmark their hiring processes, boost employee productivity, and maximize performance. Identifying unique personal strengths is invaluable in achieving professional happiness. Is adaptability one of your personal strengths? Continue reading

Every successful speech begins with an underlying structure. In this brief video sample from Fripp Virtual Training, I introduce the basic elements to address in organizing and structuring your speech – your opening, your closing, and your premise. I touch on several questions you should ask yourself  when putting together your remarks, as you consider the make-up of your audience and what questions they will likely have going into your presentation: Continue reading

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

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

The most successful sales presentations include stories of how products or services have specifically worked for past customers or clients. Your prospective client might be trained to resist a sales pitch, but no one can resist a good story. At a recent Lady and the Champs Speakers’ Conference participants asked me some great questions about how to use stories in sales presentations, including:

  • What do you do when you can’t mention a past client by name?
  • How do you sell to competing companies within the same industry?
  • What if a prospective client brings up the fact that you haven’t worked in their niche industry before? Continue reading

Grit to Great bookFor most people, even with natural talent, there is no such thing as overnight success. More often, success is a result of something my brother, Robert Fripp calls “discipline.”  In case you didn’t know, Robert is a legendary guitarist who is included on Rolling Stone magazine’s list of “100 Greatest Guitarists” of all time – so he knows something about success. As an executive speech coach and Hall of Fame keynote speaker, people ask me, “Can I become good enough to get paid to speak?” My response is, “I guarantee you do not lack the talent to do this. You might lack the patience. Learn to love the process.” This approach to success can also be called “grit.” Robin Koval and Linda Kaplan Thaler have just released a book on the undeniable power of grit. A few years ago, I was delighted when they included one of my stories in their bestselling book, The Power of Small. I share this excerpt from their newly released Grit to Great: How Perseverance, Passion, And Pluck Take You From Ordinary To Extraordinary with you: Continue reading

Thumbs Up Sign

A happy client might be willing to recommend you, but unless you ask, they probably never will.

My friend Joanne Black, a leading authority on referral selling, says, “Just because clients are willing to refer you doesn’t mean they will.” Join us, Wednesday, September 9, 2015, 12:00 noon PST, for a complimentary interactive virtual training to show you how to “Pack Your Pipeline with Hot Prospects.” Register and receive a replay link, even if you are unable to attend. Enjoy these insights from Joanne: Continue reading


Sales Presentation Expert, Patricia Fripp, Explains The Secrets to Effective Sales Presentations through Fripp Virtual Training.

Are you losing sales you feel you deserve to make? Could you and your team benefit from being more powerfully persuasive? Join me for a complimentary 45 – 60 minute interactive training 10:00am PST Wednesday, September 2, 2015. I will be sharing secrets of super star sales presentations! Continue reading