SEMINAR NOTES

Super Sales PresentationsHow to

Captivate Your Prospects in a Distracted Preoccupied World

w w w . s e m i n a r s o n d e m a n d . c o m

Every day experienced salespeople, with superior products and services, lose sales to their competitors that could lead to long-term business and profitable relationships because of their pathetic, or less- than-ade-quate, sales presentations. When they are up against competitors who have superior presentation skills, it can cost them and their companies tens of thousands of dollars. Discover how you can gain an unfair advan-tage as veteran speaker, executive speech coach, and sales presentation skills trainer Patricia Fripp gives you dozens of practical and easy-to-implement ideas for taking your presentations to the next level. You will learn how to more effectively open, close, build credibility, use stories, handle adverse ques-tions, be remembered and repeated, and learn why some experienced sales profes-sionals give pathetic presentations! After studying this program you will be more prepared, persuasive, and powerful in front of prospects and clients ... no matter how large the audience.

For more than twenty-five years, companies of all sizes have benefited from Patricia Fripp’s varied experience and practical advice which is always presented in a style that is uniquely Fripp! Patricia was the first female President of the 4,000-member National Speakers Asso-ciation and recipient of the highly coveted Hall ofof Fame award. Meetings and Conventions magazine calls Patricia Fripp “one of the country’s 10 most electrifying speakers.” Kiplinger’s Personal Finance says, “Fripp’s speaking school is the sixth best way you can invest in your career.” She is the author of Make It! So You Don't Have to Fake It and Get What What You Want.

Patricia Fripp

Three Key Elements to Your Sales Presentation

Three Key Elements to Your Sales Presentation

Structure

Content

Delivery

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Design the Blueprint of Your Sales Presentation

Design the Blueprint of Your Sales Presentation

Emotional

Intellectual

Design the Blueprint of Your Sales Presentation

Design the Blueprint of Your Sales Presentation

Eye Contact

I-You Ratio

Stories

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Design the Blueprint of Your Sales Presentation

Design the Blueprint of Your Sales Presentation

Speak to be…

Remembered

and

Repeated

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Opening OptionsOpening Options

Original or interesting Story

Question… rhetorical…“If I were to ask you…”

Interesting statistic or little known fact

Opening OptionsOpening Options

Congratulations

You have an awesome responsibility

Quote CEO or founder

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Strong OpeningStrong Opening

Strong Closing

Answer Questions

Points of Wisdom

Points of Wisdom

Points of Wisdom

Premise

Example

Example

ExampleExample

Example

Example

Seamless Transition

Seamless Transition

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Example

Example

Example

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Closing Your Presentation on a HighClosing Your Presentation on a High

Last words linger

“Columbo” close

Formula for Story Success #1Formula for Story Success #1

Situation

Solution

Success

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Formula for Story Success #2Formula for Story Success #2

Characters

Dialogue

Dramatic Lesson Learned

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Your Customer’s Answers are ImportantYour Customer’s Answers are Important

1. What do you like about buying from us?

2. Why did you buy from us in the first place?

3. What problems did you have before you bought from us?

4. How did we help you solve those problems?

5. How are things better for you now?

Source: David GarfinkelThe Money-Making Copywriting Course

Life is a Series of Sales SituationsLife is a Series of Sales Situations

Questions to help sell:

Is there any reason we should not go ahead and reserve the date?

Would you say “yes” and choose me?

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Life is a Series of Sales SituationsLife is a Series of Sales Situations

Qualify:

What is your timing?

When do you plan to finalize your decision?

Have you made a commitment to proceed, or are you still talking to other companies?

Would you like to start making profits now?

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Life is a Series of Sales SituationsLife is a Series of Sales Situations

Objections:

Why do you say that?

Can you help me better understand… ?

Why do you feel that way?

Life is a Series of Sales SituationsLife is a Series of Sales Situations

Close:

How soon can we begin?

Can we proceed?

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“Rehearsal is the work, performance is the relaxation.”

- Michael Caine

“Rehearsal is the work, performance is the relaxation.”

- Michael Caine

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“The art is hiding the art.”- Laurence Olivier

“The art is hiding the art.”- Laurence Olivier

Fripp’s TipsFripp’s Tips

Don’t step on your punch word

Be aware of $10 words

$100 phrases

Use as many picture words as possible

Use, do not abuse PowerPoint

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Fripp’s TipsFripp’s Tips

Specificity builds credibility

Wordsmith – don’t devalue intent with “stuff” and “things” and words of no value

3rd person endorsement

What is the premise? Does it lead to a how or why question?

Add sparkling dialogue

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Delivery StrategiesDelivery Strategies

The “illusion” of the first time

Know it so well you can forget it

Build rehearsal into every day life

Practice conversationally… your best content rarely gets into your speech

Delivery StrategiesDelivery Strategies

Get on a treadmill or go for a walk

Stand still at the beginning

Move with purpose… on transition… on a movement-specific phrase

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