ABOUT THIS EPISODE
Episode 323 (Patricia is based in San Francisco) (Repeat of #290
In this conversation with Patricia Fripps we explore:
- why product knowledge does not guarantee a persuasive sales message
- how to begin with a specific observation about the prospect
- how to organize a presentation around customer priorities
- how customer examples answer unspoken questions
- why important sales meetings deserve rehearsal
- how to put a cost on the problem the prospect wants to solve
- how precise words and customer centered language build trust
- how stories help buyers picture a better future
- how sales leaders can make practice part of regular meetings
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About our guest, Patricia Fripp:
Patricia Fripp was the first woman president of the National Speakers Association. She has been helping executives, sales leaders and professionals transform their presentations for three decades.
Learn more about Patrica Fripp at her site https://www.fripp.com/
Check out the online training at https://www.frippvt.com/
11 Biggest Mistakes Sales Professionals Make in Their Presentations (free resource)
https://www.fripp.com/solutions/public-speaking-resources/
PS: She was my presentation coach.
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Key learning points from this conversation:
- Start with the prospect’s priorities rather than a history of your company.
- Open with a specific observation that shows you have researched the prospect.
- Confirm the prospect’s stated challenges before you present a solution.
- Use relevant customer examples to show what working together could look like.
- Treat the sale as the start of a relationship.
- Rehearse consequential presentations, including team transitions and demonstrations.
- Ask questions that help prospects calculate the cost of an unresolved problem.
- Replace vague language with specific details that listeners can picture.
- Shift the language of your presentation toward the customer and their outcomes.
- Use stories and a realistic future scene to make the proposed change easier to understand.
- Give salespeople regular opportunities to practise in front of colleagues.
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Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.
Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.
Connect with George
www.SpeechCoachforExecutives.com
https://superiorpresentations.net/
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskill
