Are You Making These Mistakes in Your Sales Presentations?

  Tuesday, June 3 at 5:30 PM Eastern Time
  With Patricia Fripp, CSP, CPAE

How many more sales could you make if you gave totally awesome sales presentations?
Remember, every sales presentation is a captured or a missed opportunity.
Sign up for the Tuesday, June 3 Webinar. You are guaranteed to learn how to:
– Properly structure your sales presentation
– Emotionally and intellectually connect with every prospect
– Effectively create third person endorsements
– Take your satisfied clients with you
– Be remembered and repeated
– Stand out as your prospects BEST choice!
Click through for information and sign up.
Tuesday, June 3rd at 5:30 PM Eastern Time:
Superstar Sales Presentations: The Inside Secrets
This is (2:30 Pacific Standard Time)

Are You Making These Mistakes in Your Sales Presentations?
By Patricia Fripp, CSP, CPAE
Whenever you open your mouth to a prospect or committee your have to get a specific message across. Do you make these mistakes?
UNCLEAR THINKING. If you can’t describe what you are talking about in one sentence, and why the prospects are better off by doing business with you and have a clear presentation structure, you may be guilty of fuzzy focus or trying to cover too many topics. Make it easy for your prospects to follow what you are saying. Your goal is to speak to be remembered and repeated. This is especially important if you have strong competitors.

NO MEMORABLE STORIES. Propsects rarely remember your exact words. Instead, they remember the mental images that your examples inspire. Support your key benefits with vivid, relevant examples of satisfied clients.

NO EMOTIONAL CONNECTION. The most powerful communication combines both intellectual and emotional connections. Intellectual means appealing to educated self-interest with data and reasoned arguments. Emotional comes engaging the listeners’ imaginations, involving them in your illustrative stories and by speaking from their point of view. It must be obvious to them…”What’s in this for us?”
NO PAUSES. Good music and good communication both contain changes of pace and pauses. When you pause your prospects reflect what they have heard.

IRRITATING NON-WORDS. Hmm–ah–er–you know what I mean–. When you are comfortable with silence many of these irritations will be eliminated.

NOT HAVING A STRONG OPENING AND CLOSING. Engage your prospect or committee immediately with a powerful, relevant opening. “My name is….” does not fit the bill. Don’t close with questions. Ask for them,
then deliver your dynamic closing. Your last words linger.

Remember, every sales presentation is a captured or a missed opportunity.
Sign up for the Tuesday, June 3 Webinar, or visit patricia Frip’s web pages to learn more from this talented trainer


Looking for a good topic?

Try this list ….  It also includes tips on public speaking

“Free speech topics lists with more than 5,250 persuasive, informative and other speech ideas, speech writing tips, how to guides, tutorials and information on outlining your speech topic for public speaking. With just one goal: to help you to develop the best topic for a speech for all types of public speaking and speech writing assignments. This reference guide with instant topic ideas, public speaking speech tips and education resources ”

In the Line of Fire

In the Line of Fire: How to Handle Tough Questions…When It Counts
by Jerry Weissman

From the reviews

Whether you’re a classroom teacher or the President, this book will help you be an effective communicator. This book is so insightful, reading it feels like cheating.

When asked a crucial question in a public forum, a novice may panic and freeze. Jerry Weissman shows how it’s not necessarily what the answer is. It’s how you answer that will allow you to prevail and win!””

Weissman shows how the speaker can control the question, the answer, the questioner, the audience, the time, and himself/herself — and create and maintain a positive image in the process. Discover how to avoid the defensive, evasive, or contentious answers that have destroyed political careers and ruin credibility. Learn to control your entire exchange with a hostile questioner: the question, answer, interactions with questioner and audience, timing, and above all, yourself

Weissman provides techniques that will help someone defuse hostile inquiries without being defensive, evasive, or contentious. When you get right down to it, most of these strategies seem obvious and logical. Rely on absolute truth. Honor the audience. Listen effectively. Paraphrase and restate the Roman Column (the key issue) of the question. Identify and develop position statements for each red flag issue. Achieve Topspin. Prepare and practice, practice and prepare.

What makes this book additionally entertaining as well as educational is the use of real-life case studies from the realms of television, sports, and most of all, politics – from Presidential debates to stock analyst meetings.  They show what to say and do, and what NOT to say and do. Here we see the best and the worst of the figures we’re all too familiar with.

 It is relevant to anyone in a position of authority who must deal with the public or with employees or colleagues. It offers good advice for everybody, even those not running for the presidency of a country, a company, or a community group. The examples are clear, easy to understand, and empowering.

Whether an executive, politician, fundraiser, interviewee, teacher, student — or even a family member at Thanksgiving dinner — you’re judged on how you handle these moments. Get this book: handle them brilliantly.

“”In an era where businesspeople and politicians unfortunately have proven their inability to be honest with bad news, I believe this book should be prescribed reading in every business school, and for every management training session. In fact, I hope it is read by a far wider audience than that. It’s just what our society needs right now.””

Great truths made simple and compelling for any leader to use.””

This book provides the fundamental foundation on how to prepare, be agile, and take charge no matter how difficult the question.””

“”Jerry’s technique is both masterful and universal because it finds common ground between audience and speaker, hard questions and direct answers, all with a very simple principle: truth

List Price:$24.95
You pay:$16.47

Presentation Nerves Part I

There seems to be hundreds of theories and opinions about nerves in relation to making a presentation. Possibly one of the more famous sayings is that it is okay to have butterflies, as long as they are flying in the same formation. Other people say presentation nerves are built-in anti-complacency buttons, ensuring that we are always on edge and performing to our best.

Article continues

Become a fearless, confident public speaker

For most people, just the thought of—or the hint that they might “have to” —speak in public automatically raises their anxiety level to red alert. In fact, it’s well know that many psychological polls rank public speaking as people’s #1 fear… usually ranking above the fear of death.

If you have any level of fear, even if you are terrified when it comes to public speaking, I’m here to tell you that you do not have to live with it. There are all sorts of techniques you can use, but the people at have produced a new audio program.

”You can literally erase your fear of public speaking… whether it’s a brutally intense fear or just a small twinge. And you can do it without effort or struggle with a new audio program just released:”

Fearless Public Speaking Now!

Use Public Speaking to Get More Clients

Use Speaking to Get More Clients

Speaking and making presentations that form memorable experiences, entertain and convey a high impact message can be a very profitable way to grow your business. In fact, public speaking is very comfortable for most lawyers. Like opera singers, many of us love to hear the sound of our voice. Whether it’s summing up to a jury or arguing a case before the Supreme Court, many lawyers are born speakers. Not only will speaking demonstrate your knowledge and expertise, but it will also allow you to develop an emotional bond with your audience. Speaking offers prestige, credibility, visibility, and can be a lot of fun.

Listen to Steve Markman tell you how to do it…Download steve_markman.mp3

Public Speaking skills are important

Especially when you’re trying to rob a bank.

Watch the video here. 

Make Numbers Work for You.

Speakers can use numbers to support key points. But too often, speakers use their data in place of key points, piling on number after number and, in the end, driving their audience to despair. Here are a few tips on how to use numbers to good effect.

Read on …

Concluding Your Presentation: End With A Bang, Not With A Whimper

 Your conclusion should do much more than simply tell your listeners that your presentation is over. Your entire presentation, in fact, can hinge on the final impression you make. It’s that last impression that can linger the longest. So preparing a strong ending to your presentation is every bit as important as preparing a strong opening

Read on ….

Secrets of View Switching in PowerPoint

From the PowerPoint Team Blog

Some excellent secrets that expand the functionality of View Switching.  I have found them incredibly useful.  Thanks guys

Quick, Try This: Secrets of the PowerPoint Status Bar – View Switching Party Tricks.