Patricia Fripp shares the biggest mistake sales professionals make and what to do to make your sales presentations powerful and persuasive.
“Patricia, what is the biggest mistake sales professionals make?” I was recently asked this in an interview. My answer?
Not rehearsing. For example, with one of my client’s teams, their National Sales Manager spent an entire year getting into position to deliver a one-hour formal presentation. It would be worth $20 million dollars over five years if they won the business. I asked, “How long do you rehearse in preparation?”Continue reading →
Video is at the heart of my highly interactive on-demand coaching platform, FrippVT. Make it work for you.
With current technology, I’m sure you wouldn’t be surprised at how I am often asked, “How do you use video in your business?”
As often and in as many ways as possible! We have a green screen, professional lighting, and great recording equipment, and my assistant has become highly proficient at adding backgrounds, images, and branding.
Videos are effective for promoting upcoming events, webinars, and for explaining how to make the most of an upcoming seminar or coaching experience. We record live speeches, cut them into segments Continue reading →
Like a great film, a presentation must vary scenes, pace, and energy to keep an audience interested.
Do you vary your scenes? The biggest enemy of a speaker, no matter how exceptional, is sameness or lack of variety. Each time you move from story to story or example to example, you create a scene change and keep your audience interested.
Early in every movie, the hero or heroine commits to some course of action. Rocky Balboa agrees to fight Apollo Creed. Elle Woods of Legally Blonde resolves to go to Harvard. The sooner this happens, the sooner the audience gets emotionally involved. Continue reading →
Great films and good speeches have a message. Is your message clear?
What’s your message? Legendary Hollywood producer Sam Goldwyn was quoted as saying, “If I want to send a message, I’ll send a telegram.” Yet, great films and good speeches do have a message. Some recent movies consist mainly of CGI explosions and chase scenes. They’re exciting, but at the end, the audience is usually left with a big “So what?”
In a speech, the funniest or most exhilarating story will be pointless if you don’t tie it into your theme and provide a lesson for the listener.Continue reading →
Find a hero for the story you tell in your speech or presentation. Sometimes heroes are unlikely, as the character of reluctant King George VI, portrayed by Colin Firth in The King’s Speech.
Do you captivate your audience with captivating characters in your presentations?
The late comedy impresario John Cantu knew that speakers must not be the heroes of all their stories. Once, we sat down together to deconstruct one of his speeches and found 62 different people mentioned! Learn from great books, plays, and films. Fill your speech with exciting characters, real and imaginary. Continue reading →
If you don’t grab your audience in the first 30 seconds and hint at more to come, you lose them. This is true in film and in public speaking.
Do you know how to grab your audience? The first thirty seconds of your presentation are critical, like the first page of a book or first seconds of a TV show or film. If you don’t make an impact and hint at more to come, you lose your audience.
Good movies, TV shows, and books, like good speeches, often open with a flavor scene, grabbing attention and positioning the audience for what is to come. Take a classic movie that has been a favorite for eight decades,Gone with the Wind. Neither the book nor the film opens with a discussion of the causes of the Civil War. Both start with Scarlett O’Hara sulking because the impending war might interrupt her social life. Continue reading →
Do you know why stories matter and how to use them? Patricia Fripp shows you how can use storytelling to make your presentations powerful through FrippVT.
What is your story?
What makes a great book, play, or movie? Exactly the same thing that makes a good speech – a great story!Long after we’ve forgotten the specific details, we still remember the stories and the messages that touched us. They become part of our lives and our culture.
Use stories to make your point. We all love stories because, unlike real life, they have a purpose, a beginning, middle, and end, and often a dramatic lesson. Screenwriter Robert McKee says, “Stories are the creative conversion of life itself into a more powerful, clearer, more meaningful experience.” (A story is NOT a joke, although good stories can be and often are funny.) Continue reading →
Patricia Fripp explains how to make your prospect’s needs central to your sales presentation through FrippVT.
Selling to large enterprises can be complex, but your sales presentation does not have to be. You are often speaking to the audience of your audience. In other words, your presentation will be repeated and discussed for months with individuals you may not have met.
When your message is clear, concise, and focused on the prospect’s needs or opportunities, you have their attention. Everyone on the presentation team must deliver a consistent message and be well rehearsed.Continue reading →