Perhaps you can relate to this situation: “Hi, Fripp! Next week I’m invited to deliver a speech to a 500-person audience, and it’s been six months since I’ve spoken in public. What are your suggestions to help me be less nervous?” No matter how seasoned you are, it’s still natural to feel some apprehension at […]

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Would it shock you to know that most professionals waste valuable time organizing their presentations? If you begin your process by opening your last PowerPoint presentation you may be guilty of falling into the trap of believing that is your presentation. Don’t get me wrong, I love PowerPoint. I often say, “Use more slides with […]

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Without exception, every executive speech coaching client I work with needs my help with the opening of their presentation. Even if no other part of your presentation is scripted, you must always script the first three or four lines. Not that you’re going to read them! Instead, you will rehearse them so that they are […]

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If you want to improve your presentations learn your options for openings. No matter what your subject, audience make up, or length of presentation what good presentations have in common is they get off to a good start. The first 30 seconds of your presentation are very important, as your goal is to engage the […]

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Even highly intelligent, well-educated, and ambitious executives can find themselves at a loss when called on to deliver a powerful presentation. The good news is, even if you’re not a born speaker, you can learn how to inspire action and commitment. I share the ROCK Star Principles one shy engineer used – and you can […]

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If you think you can use the first 45 seconds with an audience to “warm up,” think again! Use your opening to immediately engage your audience, so they realize from your first words, “Wow! This is going to be good!” In an era of tough competition, presentations that persuade, educate, motivate, and inspire give you […]

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I teamed up with leading sales strategist, Jim Pancero for an event on advanced sales skills. We discussed how individual selling style and philosophy can dramatically impact a sales professional’s success and how to gain an advantage. In this article, Jim shows us that you cannot assume that an experienced sales professional is a competent […]

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It 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 […]

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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 recently my guest on FrippVT Sales Series. Enjoy this excerpt from David’s book, explaining a mental shortcut the brain makes when forming judgments and […]

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Single-Option Aversion by David Hoffeld Does the number of product options presented impact whether or not a purchase will be made? This was the question that behavioral scientist Daniel Mochon sought to answer. His research, which was published in the Journal of Consumer Research, determined that the number of prod­uct options did heavily influence buying […]

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