Patricia Fripp, Executive Speech Coach & Creator of FrippVT

Patricia Fripp, Executive Speech Coach & Creator of FrippVT

Stand still at the start of your presentation. Your audience members need a moment to become accustomed to the sound of your voice, your style of speaking, and sometimes your accent. After this, incorporate movement into your presentation, only if your movements are purposeful and support your message. Unconscious expressions of nervous energy will detract from your message. Continue reading

Job Interview

Do you ask the right questions? Do you ask the tough questions? Do you truly listen to the candidate’s responses to your questions?

How good at you at interviewing? Leading sales strategist, Jim Pancero says there are four interview mistakes most sales managers make when interviewing a new candidate for theier sales team. Rather than hiring as usual and hoping for the best, apply Jim’s list of 20 tough questions to help you select the most qualified candidates. Join me and Jim Pancero, Wednesday, November 30, 2016 at 1:00pm PST for an information-rich web discussion on high-level advanced sales skills. This web event is intended for experienced sales pros. 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, now the question is are you ready to get even better? Register and enjoy a replay even if you’re unable to attend this web event. Until then, here is Jim Pancero’s must-read article to help you select the most qualified candidates for your sales team: Continue reading

Robert Fripp performing with King Crimson.

Robert Fripp performing with King Crimson.

This is a time of the year that many friends and families get together for a special meal and give thanks, even if it is not their normal habit to do so. The grace that Brother and I have adopted works well for all faiths and is as follows.

This was the grace used when my brother Robert Fripp was in retreat with J.G. Bennett:

All life is one and everything that lives is holy.

Plants, animals and people all must eat to live and nourish one another.

We bless the life that has died to give us food.

Let us eat consciously, resolving by our labors to pay the debt of our existence.

For anyone who is interested in Robert Fripp and King Crimson check out their new website Disciple Global Mobile known as DGM. Robert Fripp says on the home page, “A small, versatile and independent website packed with exciting ways to extract your hard-earned pay.” However, there is a lot more than that. Robert is on tour with King Crimson in Europe where they are playing to sold out concert halls.

This is an article from the San Francisco Chronicle in 1999: Continue reading

Sales Professional making prospecting call.

Prospecting is still one of the best ways to uncover new business opportunities.

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. Join us Wednesday, November 30, 2016 at 1:00pm PST when I interview Jim Pancero. Listen in on an information-rich web discussion of high-level advanced sales skills. This web event is intended for experienced sales pros. 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, now the question is are you ready to get even better? Register and enjoy a replay even if you’re unable to attend this web event. Looking forward to meeting you on the 30th! In the mean time, I share this article from Jim to help you get better results from prospecting: Continue reading

Jam Jars

The brain can be­come overwhelmed when evaluating multiple products, even those as simple as jam.

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 event. This excerpt from David book explains how limiting options can actually boost sales and watch the replay of our recent web event:

Presenting Too Many Choices

by David Hoffeld Continue reading

Advanced Sales Skills training from Jim Pancero Leading Sales Strategist

Leading Sales Strategist, Jim Pancero, CSP, CPAE

Join me Wednesday, November 30, 2016 at 1:00pm PST when I interview leading sales strategist, Jim Pancero. Listen in on an information-rich web discussion of high-level advanced sales skills. This web event is intended for experienced sales pros. 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, now the question is are you ready to get even better? Register and enjoy a replay even if you’re unable to attend this web event. Looking forward to meeting you on the 30th! In the mean time, I share this article from Jim explaining why you cannot assume that an experienced sales professional is a competent sales professional and three of the most common fundamental skill gaps in otherwise experienced salespeople.
Continue reading

The Science of Selling by David HoffeldIt 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 Sales Series webinar and discussed the science behind the unparalleled power of storytelling and a lot more.

The Science of Why Stories Are Sticky

by David Hoffeld

Stories are also sticky. Because they produce an emotional response that will often cause the brain to release dopamine, a chemical that im­proves memory, the retention rate of stories is elevated. One experiment conducted at Stanford University found that after listening to a series of speeches, 63 percent of the students remembered the stories the speaker used, but only 5 percent remembered any statistics from the same speech.

Perhaps the most significant finding about stories is that the brain reconstructs them as they are being told. Princeton researchers monitored brain activity in pairs of subjects, one who told a story and the other who was listening to the story. The researchers noticed that the neural activity in both of the participants’ brains was synchronous. When the speaker imagined the story while articulating it, the listener had the same brain activity while he was mentally recreating the story he was hearing. Neuroscientists refer to the formation of a mental image of a be­havior, idea, or situation that a person hasn’t witnessed in real life as “mental imagery.”

David Hoffeld

David Hoffeld, Science-Based Sales Trainer & Author of The Science of Selling

Research suggests that when you tell stories, your prospective customers are not just listening; they are recreating the story in their minds. The easier it is for buyers to picture a story, the more likely it is that they will be influenced by it. This science discloses an important insight into successful storytelling—anything that hinders your buyers’ ability to imagine the story will also hinder its influence.

David Hoffeld is the author of the acclaimed book The Science of Selling and the CEO and chief sales trainer at the research-based sales and consulting firm, Hoffeld Group. He is a sales and leadership contributor to Fast Company and has been featured in Fortune, U.S. News and World Report, The Wall Street Journal, Harvard Business Review, CBS Radio and Fox News Radio. To learn more about his science-backed sales strategies visit: www.HoffeldGroup.com

Purchase David’s new book The Science Of Selling and send proof of purchase to info@HoffeldGroup.com and you’ll receive the 10 Scientifically Proven Sales Hacks Infographic that explains each of the sales hacks and shows how to apply them to boost your sales.

Fripp Virtual TrainingIf you and your sales team are losing out because of poor presentation skills, why not get the help you need on your own schedule? Become a great speaker easily, conveniently, and quickly with FrippVT. Take a trial now and get three free chapters on Stories, Openings, and Sales: http://frippvt.com

“In my 12 years in sales and marketing, you are the most dynamic, charismatic, and knowledgeable sales presentation trainer and executive speech coach that I know. After your presentation skills training, both my sales and technical support team are closing more sales!”
– Bill Lewis, Director of Sales and Marketing, North America, Unitech America, Inc.

Story Strategy to Improve Your Sales Presentations,” “The Importance of A Good Story,” “The 5 Secrets of An Effective Sales Story,” “12 Biggest Mistakes Salespeople Make in Their Presentations,” and “Harness The Power of Third-Party Endorsements” are just a few of the complimentary resources on Fripp.com to help you harness the power of storytelling to increase your sales.

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

Sales Techniques Illustration Girl Scout Cookies

What can a sales professional learn from a Girl Scout?

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 my guest on Fripp Sales Series enjoy this excerpt from David’s book, explaining a mental shortcut the brain makes when forming judgments and how you can leverage this to increase your sales success. 

Presenting Anchors in Your Sales Presentations

by David Hoffeld

The Tonight Show with Johnny Carson was a treasured part of the televi­sion landscape for thirty years. One of Carson’s interviews has achieved almost mythical status within the sales and marketing community. It was with the Girl Scout who set the record for selling the most Girl Scout cookies. It went something like this:

Johnny Carson begins the interview by inquiring, “What is the secret of your success?” To the amazement of everyone, she replied, “I would ask people if they would give a $30,000 donation to the Girl Scouts.” Carson chuckled. “What did people say when you asked that?” “No!” retorted the young girl. “But then I would ask them, ‘Would you at least buy a box of Girl Scout cookies?’”

This humorous illustration reveals how once people compared the larger request for a $30,000 donation to the purchase of a box of cook­ies, few could resist. The reason this was so persuasive is because of a highly influential heuristic (mental shortcut) known as anchoring.

Anchors are reference points the brain intuitively creates to help it make rapid judgments. Once an anchor is formed, it creates a bias that shapes how the brain perceives subsequent information. In other words, the brain uses the anchor as its starting point and contrasts new information with it.

For instance, how do buyers know if the price of your product or service is fair or unfair, good or bad? They compare it to something else. Perhaps they contrast it with what they paid before, a competitor’s price, their potential return on investment, or what they thought it would cost. All these are anchors they are using to evaluate your price.

David Hoffeld

David Hoffeld, Science-Based Sales Trainer & Author of The Science of Selling

David Hoffeld is the author of the acclaimed book The Science of Selling and the CEO and chief sales trainer at the research-based sales and consulting firm, Hoffeld Group. He is a sales and leadership contributor to Fast Company and has been featured in Fortune, U.S. News and World Report, The Wall Street Journal, Harvard Business Review, CBS Radio and Fox News Radio. To learn more about his science-backed sales strategies visit: www.HoffeldGroup.com

Thank you David!

Exclusive Webinar Book Special

Purchase David’s new book The Science Of Selling and send proof of purchase to info@HoffeldGroup.com and you’ll receive the 10 Scientifically Proven Sales Hacks Infographic that explains each of the sales hacks and shows how to apply them to boost your sales.

Fripp Virtual TrainingIf you and your sales team are losing out because of poor presentation skills, why not get the help you need on your own schedule? Become a great speaker easily, conveniently, and quickly with FrippVT. Take a trial now and get three free chapters on Stories, Openings, and Sales: http://frippvt.com

“In my 12 years in sales and marketing, you are the most dynamic, charismatic, and knowledgeable sales presentation trainer and executive speech coach that I know. After your presentation skills training, both my sales and technical support team are closing more sales!”
– Bill Lewis, Director of Sales and Marketing, North America, Unitech America, Inc.

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