The key to connection is conversation. The secret of conversation is asking questions. The quality of the answers you receive depends upon the quality of your questions. That is critical in sales.

Learning how to ask relevant questions was an important part of my own educational experience. When I was a young woman, I was a hairstyling apprentice in the south of England, working in a very posh salon. As soon as I got to know our rich, glamorous customers, I used to say, “What were you doing when you were my age? How did you make your money? Did you make it yourself, or did you marry it? If you made it yourself, how did you do it? If you married it, where did you meet him?” Good market research.

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“We Are Here to Talk About Heroes”

I was coaching a gentleman who needed to inspire action and commitment. Ed worked with The Gap, and I said, “Okay, Ed, tell me about yourself.” He said, “I am a newly promoted vice president of a certain division, and this is my first speech to the company since I’ve been promoted.” “Who is your audience?” He replied, “All of the Gap executives and 500 Gap managers.” I asked, “Well, what does a Gap manager look like?” He said, “24 to 28 years old.” I said, “Ed, remember, you are a 45-year old, prematurely silver-haired executive. How long are you going to speak?” He said, “Eight minutes.” I said, “No pressure, but you do realize that in that eight minutes all the executives and 500 Gap managers are going to think either, ‘Now I know why he got promoted,’ or, ‘In a company our size, couldn’t we have done better than that?’ That’s the power of a presentation. I asked, “What is your subject?” He said, “I have to talk about the program in which our employees give us ideas that will either make or save the company money.”

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Patricia FrippPresenting through webinars? Whenever you open your mouth, whether you’re talking to one person or a thousand, you want to get your message across. What’s the best way to do this when you deliver a virtual presentation? These 15 strategies for presenting through webinars will help you get your message across, maximize your impact, and catch and keep a remote audience:

In the Beginning

1. Use looping slides.  Once your audience tunes in, how do you make sure they are entertained and feel involved even before the talk starts? A series of looping slides is the best way to welcome virtual audiences to your webinars.

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Dan Hersh interviews sales presentation skills expert Patricia Fripp for the Engaged Prospect podcast. Companies hire Patricia to help them increase sales by improving their important conversations and presentations. Dan is an expert on inside sales. In this interview, you will hear how to phrase your questions, comments, and presentations in a way to engage your prospects and make an emotional connection.

Companies hire Patricia Fripp when they want to gain a competitive edge by mastering their important conversations and presentations.

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With hundreds of millions now working from home and communicating through Zoom, you have an advantage when you understand how to make Zoom work for you. Patricia Fripp and Director of Client Experience for FrippVT, Paul Griffin team up to share their best practices and technical expertise to help you get the most from Zoom:

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Do you know how to be a leader who inspires action and commitment from your team? Laura Stack of Leadership USA and I recently met to talk about how leaders can inspire action and commitment. I share this recording and transcript of our webinar. Enjoy!

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The First 30 Seconds

Alaska Airlines Article Featuring Patricia Fripp

Innovative Openings Launch Memorable Meetings…

Patricia Fripp was coaching a CEO from a major corporation who had eight minutes to outline a money-saving program to his employees. Instead of leading off with money talk, she suggested he walk on stage and say, “We are here to talk about heroes,” then pause… and continue pausing… for a long… long… time. The effect was not lost on the audience.

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Patricia Fripp, Executive Speech Coach & Creator of FrippVT

As an executive speech coach, I remind clients that specificity builds credibility. Eliminate words that have no meaning. It’s a bad habit to start sentences with a meaningless “And…” or “But…” This is true both in writing and speaking.

When I spoke at the Ragan Speech Writers conference, I met experts like Rob Reinalda, Executive Editor at Lawrence Ragan Communications. I share Bob’s excellent recommendations, first published in Ragan Communications, to improve your public speaking and business communications. Let Bob’s advice help you to choose your words carefully to build credibility, sound intelligent, and make your message understood.

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What’s the secret to mesmerizing any audience of any size at any time? There’s a simple and profound answer. How often have you sat in an audience and been mesmerized by a speaker? Did they reach out and grab you in such a way that you thought, “Wow, the speaker’s talking just to me”? Was it the compelling content of a scintillating story?

I share this segment from FrippVT, my fast, easy, convenient way for you to become a powerful, persuasive presenter. It’s a highly-interactive, learn-at-your-own speed, online learning program. Enjoy!

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Good customer service is more than good PR. It is the best way to increase sales from the same customers and also earn recommendations.

At a time when every customer counts we must never forget how our customers see us. One single negative contact can ruin your reputation in the eyes of not only that one customer – but everyone he or she knows as well. After all, word of mouth works both for or against you.

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