Why Stories Matter & How to Use Them to Your Advantage

Why Stories Matter & How to Use Them to Your Advantage - Patricia Fripp shows you how through FrippVT.

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.) (more…)

5 Tips When You Have 5 Minutes with A Prospect

If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional?

Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.

Imagine that you have a satisfied client company for one of your offerings. You feel now is the best time to discuss your next and higher investment offering. The team, your main contact, is ready to view a product demonstration set for the next day. All your demos are delivered in a webinar. At 2 P.M. you get a call from your main contact who says “Great news! Tomorrow our boss, who is the real decision-maker, is going to be in our office. Rather than just showing our team what you have to offer, the boss said he would like to sit in on the first five minutes. I know you will do well.”

Don’t panic. This is a great opportunity, and once you make a positive impact, the sales cycle is going to be cut short. You will not have to hear, “We love this, but now we have to convince our boss.” This is, however, now your number one priority to prepare. You may be seasoned, but take this seriously. Your sales manager is always telling you, “Sell to the C Suite.” This is your chance. Remember these five simple suggestions for sales success.

 

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Sales Teams – How to Interview & Hire The Best People

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 their 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. Jim Pancero and I recently teamed up for a discussion on advanced sales skills. This information-rich web event was provided for experienced sales pros as part of the FrippVT Sales Series. You can watch a video replay below. I also share Jim Pancero’s must-read article to help you select the most qualified candidates for your sales team: (more…)

Public Speaking – Make Sure Your Movement Supports Your Message

Patricia Fripp, CSP, CPAE - Executive Speech Coach, Sales Presentation Expert & Hall of Fame Keynote Speaker

Patricia Fripp, Executive Speech Coach & Hall of Fame Keynote Speaker

Some presenters like to move, while others stand still. At the beginning of any presentation you should stand still. Your audience members are getting used to you, how you sound, how you speak – how fast, your cadence, or your accent.

As you continue your presentation, make sure your movement supports your message. Avoid unconscious expressions of nervous energy. Have you noticed that some speakers look as though they are doing a little dance? Do not distract your audience with unnecessary movement.

Exceptional speakers employ three types of movement:

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