Category Archives for Patricia Fripp

Donald Kelly, The Sales Evangelist Podcast, 800th Episode

TSE 800: Some of The Best Tips From Over 800 Episodes Published

Donald Kelly, The Sales Evangelist Podcast, 800th EpisodeToday’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast.

I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss where we’re headed next and the new things you can expect from us in the coming months.

From our first 799 podcasts:

Overcome self-doubt.

In episode 001, Jared Easley, host of Starve the Doubts podcast, and Jeffrey Gitomer, author of The Little Red Book of Selling, discussed self-doubt, and the ways to overcome the self-doubt that plagues people in all industries: sales, business, even life.

Gitomer shared the impact of growing up in a family where people made their own money. Because he grew up around it, he assumed he would do the same.

The people around him were successful, so he assumed he would be successful as well. He never doubted himself, even when he went broke.

From that, Gitomer explained the importance of surrounding yourself with people who are achieving great things. Spend time around top performers and see what you can learn.

Take action.

Serial entrepreneur Ralph Quintero challenged us to do the things we know we need to do as sales professionals that will bring us success and happiness.

We should begin by looking at numbers, because they don’t lie. If we make 10 phone calls but convert only 2 of them, those numbers don’t lie.

Perhaps we’re allowing our fear of rejection to keep us in the office instead of getting in front of prospects. Maybe we’re staying out of the office to avoid working the phone.

If you are’t constantly hustling, you may be the reason you aren’t achieving the success you desire.

Understand buyers.

Many of us mistakenly believe that buyers make decisions based upon products, services, brand, pricing, or other variables.

Jill Konrath challenges that notion with research that indicates buyers make decisions based upon their experience with their sales person.

The more information you have about your buyers, his priorities and plans, his obstacles and challenges, his processes, and his finances, the better equipped you’ll be to bring insights and information that can help him meet his objectives.

Be human.

Jon Buchan shares his genius copywriting experiences with salespeople who are engaging in cold contacts.

He takes advantage of the fact that his prospects don’t know his name and he uses it to inject humor and honesty into his cold emails.

My name is Jon. You don’t know me because I got your name from a list, but at least that means you’re list-worthy, right?

Because his emails begin with such brutal, unexpected honesty, he has credibility in the eye of the prospect. Additionally, he has made them smile and he has piqued their curiosity.

Be human. You’ll stand out from the others.

Prioritize presentation.

Patricia Fripp came to the U.S. with $500 and made a name for herself as a woman specializing in men’s hairstyling.

She started her own business when she was 30, and she invested time and resources in several speaking courses at the urging of her mentors.

When she was 39, she sold her hairstyling business and started a business as a keynote speaker, which led her to work with sales professionals who seek to improve their sales presentations.

Her clients realized that they were in danger of losing large deals, not because of price or offering, but because of presentations. As a result, Fripp teaches sales reps to sound more professional, more personable, more persuasive, and to connect better with clients.

Join our community.

Each of us has our own niche in sales, and we often get into our silos and focus on our own industry. Other professionals are selling successfully in other industries like cars or advertising.

If those people are doing something that might benefit you, wouldn’t you want to try it?

The The Sales Evangelist Hustler’s League is an online group coaching program that brings together sellers from all over the world to share training, exchange sales tips and grows in their careers.

Moving forward, time limitations will restrict the number of one-on-one coaching commitments we can accept because we always want to focus on quality. F

We’ll be adding a second podcast in April and we’ll work with companies later this year to generate leads, create opt-ins, and develop business.

We hope you’ll join our Facebook group The Sales Evangelizers. 

We also hope you’ll share this podcast with others who can benefit from it, and that you’ll leave us a review wherever you consume this content. If you haven’t already, subscribe to this podcast so you’ll benefit from all the things we have learned and will continue to learn.

Episode Resources

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TSE 020: Discover the Secret to Effective Sales Presentations with Patricia Fripp!

Patricia Fripp

Patricia came to this country from England as a young 20 year old with $500 as a hair stylist and soon realized that she needed to do “BIG THINGS”. Patricia Fripp, CSP, CPAE is a CPAE Hall of Fame keynote speaker, business presentation expert, sales presentation skills trainer, and highly sought-after executive speech coach. Named “One of the 10 most electrifying speakers in North America” by Meetings and Conventions magazine, Patricia delivers high-energy, high-content, and dramatically memorable presentations.

For over 25 years, Patricia has transformed sales teams and coached executives on how to deliver dynamic and inspiring presentations. She delights and entertains audiences while delivering practical, personalized content and consistently exceeds client expectations.

Patricia’s most in-demand topics include:

  •  Preparing and Presenting Powerful Presentations. Effective speaking skills can mean life or death. Learn to start, structure, tell stories, and connect with every audience.
  • Super Star Sales Presentations: The Inside Secrets. How many more sales could your sales professionals make if they stopped making stupid mistakes and started giving awesome presentations?
  • Opportunity Does Not Knock Once. Opportunity does not knock once; it knocks every time we hear the sound. To maximize opportunities we need to reflect on past experiences, acknowledge successes, and develop new habits.
  • Selling Yourself and Your Ideas to Senior Management. If you have brilliant ideas but lack the confidence to share them, you will never receive the credit you deserve. Learn career-building strategies that get the attention of upper management and have a long-term impact on your career.

Some of the major take aways from Patricia are:

  • Mom said “who you hang around with is going to make a great difference on what happens to you”
  • Always listen to your customers and offer what “THEY NEED”
  • Product knowledge is important, client research is important, but sales people need to know “what” to say when they are in front of their prospects
  • The first comment when giving a presentation is to congratulate the client and say something nice         about them
  • Thank them for the “opportunity to discuss (your service here)”, NOT “thank you for the time”. Everyone else thanks them for the time, you want to be different
  • Then thank your “white knight”, the person championing the project who has brought you this part of       the project
  • Setting the structure of the presentation is based on what information your “white knight” or champion gives you
  • Whenever you give a presentation you must PRACTICE, PRACTICE, PRACTICE! Rehearsal is the word and performance is the presentation
  • Know your intro and closing like the back of your hand

Listen to the podcast here in iTunes or Stitcher!

www.fripp.com (Get plenty of Free presentation & sale information here)

 

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Donald Kelly, Donald C Kelly, The Sales Evangelist Podcast

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