Sales Person Making a Prospecting Sales Call

Is prospecting still relevant in a world of social media marketing? Absolutely!

Admittedly, I’m a fan of social media. I post, update, and Tweet daily, as I help people and organizations improve their speaking and sales presentation skills. Unfortunately, many salespeople rely too heavily on social media, hoping it’s a magic path to new business development. I share this article from sales expert, Troy Harrison, who injects a little reality into the social media conversation and explains how sales fundamentals remain essential to the sales process. Troy and I join forces, Tuesday, June 14, 2016 at 10:00 am PST, for a one-hour Fripp Sales Series web experience, “How to Update Your Techniques For Selling Success.” Even if you can’t attend this complimentary event in person, register to receive the replay link. In the mean time, enjoy this from Troy: Continue reading

Make your decisions for your tomorrows not just your todays. - Patricia Fripp

“Make your decisions for your tomorrows not just your todays.” – Patricia Fripp

It’s a thrill to be honored as one of the National Speakers Association’s 10 Leading Ladies! All of us have served as president of the Association over the last forty-three years.

The NSA was only 10 years old, when I became its first woman president. As young association, one of our greatest “growing up” challenges was to stop simply worrying each year, “What are we going to do this year?” and to start thinking long-term. Continue reading

Shep Hyken explains how to know, like and trust our customers, so they will in turn know, like and trust us.

Shep Hyken asks, “Does your customer feel a sense of loyalty from you?”

Your best customers are the hottest prospects for your competitors. The most effective sales strategies are not just about getting customers, but also deserving and keeping them. Wednesday, June 8, 2016 at 2:00pm PST, I join forces with customer experience expert, Shep Hyken to show you how to create a culture of service and make it part of an ongoing sales strategy. Register for this complimentary one-hour Fripp Sales Series web experience and receive a replay link even if you can’t attend. In the mean time, Shep’s brilliant advice on building customer loyalty: Continue reading

Stand still at the start of your presentation, advice from Executive Speech Coach and Creator of FrippVT, Patricia Fripp

“At the beginning of your presentation, stand still.” Executive Speech Coach and Creator of FrippVT, Patricia Fripp

Once you have crafted your message you must also deliver it well. Perhaps you’re under the impression that dynamic speakers always race and pace all over the room or stage? No.

Everything you do adds to or detracts from your message. At the beginning of any presentation you should stand still. People are getting used to you, how you sound, how you speak – how fast, or your cadence, or your accent.  Continue reading

Don Hutson Expert on Selling Value

Don Hutson, CSP, CPAE, NYT Best-Selling Author & Expert on Selling Value

Are your sales conversations about price or are they about value? Do you need to distinguish yourself or your organization from the competition? Learn how to define your unique value and make it central to your sales conversations. Don Hutson is a #1 New York Times best-selling author, author of Selling Value, and Hall of Fame Speaker who has addressed over half of the Fortune 500 Companies.

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Customer Service Expert, and NYT Bestselling Author, Shep Hyken

Customer experience expert, Shep Hyken is the author of “Amaze Every Customer Every Time.”

When you build credibility, trust and confidence with your customers, you build sales. Make great service central to your sales strategy. On Wednesday, June 8, 2016 at 2:00pm PST, I join forces with customer service expert, Shep Hyken to show you how to create a culture of service and make it part of your sales process. Register for this complimentary one-hour web experience and receive a replay link even if you can’t attend. In the mean time, enjoy this from Shep:

Friction Can Kill the Customer Experience
by Shep Hyken

Friction has several meanings according to the Merriam-Webster dictionary: the act of rubbing one thing against another; Continue reading

Every sales presentation or conversation is a missed or captured opportunity. If you sound the same as everyone else, you have no advantage. When you learn how to use the right language, in a more effective way, you enjoy a competitive edge and get results. Enjoy this video sample from FrippVT on improving your sales presentations: Continue reading

Increase Sales through Selling Value by Don HutsonHow to Increase Sales by Asking Great Questions

By Don Hutson, CSP, CPAE, Best selling author

The first issue with asking prospective clients questions is: Do YOU have the inclination to do so? Many people go right into a discussion of their capabilities or products, their company, etc. without enough “discovery” taking place.

Consider this; anyone who goes into a presentation without performing some needs-analysis first is NOT a professional!

Enjoy the conversation with Patricia Fripp and Don Huston



The next question for us to consider is: Are we asking good questions that are relevant? Gone are the days when we asked customers “Do you need anything today?” The more creative and in-depth the question, the more you can expect an in-depth the answer. Here are five specific examples of the type of questions we might ask:

  • Competitive Leverage Questions:“In your annual review meeting with your existing vendor, did they put new ideas on the table for performance improvement or cutting edge solutions to your problems?”
  • Front-loaded Open-ended Questions: “In light of your industries improvement trends, how do you plan to alter your inventory counts?
  • Pain-Point Questions: “You mentioned in our last visit that the quality of product components had become a major issue for your company. Have mandates from upper management come through for fixing these problems as yet?”
  • Close-Ended Questions: “When do you anticipate that a decision will be made on the proposal we have on the table with you?”
  • Questions on Complex Issues: “I understand there are four people in your decision loop – Do you have specific suggestions as to how I might be able to ask them some needs analysis questions as well?”

Become a student of asking really good questions, and your sales performance and results will soar!

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