|
In
these training sessions your sales associates will learn three
essential aspects of presentations: organization, developing
material, and polishing a sales presentation or Executive
Briefing.
Your
sales people will learn how to add marketing magnetism to
their presentations. They will also discover how to personalize
their presentations with little-known techniques used by master
performers, top marketers and professional speakers as well
as how to make third person endorsements into stories that
have new and dramatic impact!
Imagine
all your sales people completing an Executive Briefing presentation,
and it is a wild success. They have connected indelibly with
their high-level audience while being memorably dramatic and
uncannily persuasive. Their recommendations to go to the next
level are accepted. What would such triumphs be worth to you
and your company in additional sales revenue over the next
five years?
BACKGROUND
Your
sales people need to be as effective as possible when they
get in front of executives to present your company story and
communicate why it is in a company's best interest to do business
with you. This Presentation Sales Training is perfect to help
sales people move to the next level of skill and productivity.
OBJECTIVE
The
objective of Presentation Sales Training is to support your
goal of increasing the effectiveness, professionalism and
confidence of all sales associates. More specifically, in
the area of presentation skills, the objective is to build
an even more dynamic sales force that acts as client
consultants to communicate your solutions and effectively
marry a client's needs to your products and services.
DELIVERABLES
Patricia
Fripp can conduct highly interactive seminars/coaching sessions
in various locations of your choice in the United States.
In advance, she will interview up to six people of your choice.
The
seminars can consist of any number of participants. They are
highly interactive, and each person will be coached on their
performance multiple times.
Although
the schedule is flexible, and based on the outcomes desired
and skill set of participants, this is what we can guarantee:
All
participants will learn the following skills and knowledge
in these information-rich sessions...and much, much more:
- Three
ingredients to help prepare every talk, sales presentation
or Executive Briefing
- How
to better analyze the key elements that must go into every
presentation
- How
to conduct a client meeting of any size
- How
to utilize the Fripp Presentation Organization Tool
for every presentation or sales conversation
- How
to understand the Fripp I-You ratio formula to improve
client buy-in for your point of view
- How
to get your major points across...fast
- How
to speak from the client's point of view
- How
to ask the questions that insure more acceptance
- How
to tell your company story in a more engaging way
- How
to speak in a way to be perceived as a consultant, not a
sales person
- How
to build pictures in clients' minds of how your product
or service is the best option to accomplish their
goals and objectives
- How
to connect with any audience so they respond positively
to your proposal
- How
to gather and organize ideas and information in a short
time
- Master
the little-known Fripp 'inside-out' preparation technique
- How
to use techniques to create exciting, life-changing and
business-developing presentations
- How
to remember your presentation and have the audience
remember sufficiently to be able to make recommendations
to others at a later date
- How
to use attention-gaining devices that add impact and effectiveness
to each presentation
- How
to come across as likable to any prospect audience of any
size
- Why
speaking more effectively can improve sales
- How
to add credibility and professionalism
- Why
today's audiences of 1 or 100 are different
- How
to be more comfortable in any situation, formal or informal,
with or without PowerPoint
- How
to emotionally and intellectually connect with every group,
committee or executive audience
- Discover
the behaviors an Executive Briefing client won't forgive
- Discover
the enemy of every sales person
- How
to overcome bad habits and minimize nervousness
- How
to work from an outline and look more spontaneous
- How
to be a more confident, competent speaker
- Learn
techniques to become presentation coaches for each other
Bonus:
Every participant benefits as Patricia Fripp shares the
best ideas from over 25 years experience as an internationally
acclaimed speaker, sales trainer, and speaking skills
coach.
Learner Outcomes:
Participants will be able to identify mistakes most speakers
and sales professionals make and how to eliminate them.
Participants will learn how to write, present and spice
up a talk or sales presentation immediately...or by
the end of the session! They will also learn how to use
this new strength to their competitive advantage and cut
years off their learning curve. They will never approach
a sales presentation or Executive Briefing the same way
again. The economic importance of perfecting these
skills will be clear to each participant.
Note: The above description is just a guide. The
length or format can be varied to suit your needs and
the skill set of each group.
PRESENTER'S BACKGROUND
Patricia Fripp, CSP, CPAE is an award-winning speaker,
author, sales trainer and in-demand executive speech coach.
Meetings and Conventions magazine named her "One
of the 10 most electrifying speakers in North America."
Steven Covey's Executive Excellence magazine calls
her "One of the top 50 consultants, trainers, speakers,
authors and professors who cover the Seven Dimensions
of Excellence." She delivers high-energy, high-content,
and dramatically memorable presentations. As an expert
speech coach, she excels in building leaders and transforming
sales teams.
Before becoming a full-time speaker and sales trainer,
Patricia had a successful career in a service industry
for 24 years. She owned two highly successful businesses
that included training both service and sales personnel.
Patricia first received payment for speaking and training
in 1976. Since 1980 she has spoken to at least 100 groups
a year, many of them repeat engagements. This includes
Fortune 100 companies and major associations worldwide.
The over 4,000-member National Speakers Association elected
her the first female President in 1984. She has won or
been awarded every designation given by NSA including
the Hall of Fame and the Cavett Award, the
highest honor and considered the Oscar of the speaking
world.
INVESTMENT
Your investment for services provided within the San Francisco
Bay Area includes all out-of-pocket expenses and travel.
Coach class travel and all out-of-pocket expenses are
not included for services provided outside the San Francisco
Bay Area. The daily or project fee will be discussed in
person.
TESTIMONIALS
"I
use your outline prep format for every speech, sales presentation,
internal training, even conference calls I deliver. It
has really made my preparation faster and more effective!
The 'character and dialogue' concept makes these presentations
not only more fun for my listeners, but a heck of a lot
more fun for me! Without your coaching I would have been
swamped trying to prepare."
—Libby Easton, Director of Business Development,
ADP
"After
Patricia Fripp worked with our sales team for one day,
we totally rewrote our sales presentation based on her
invaluable advice. Since then, we have enjoyed dramatic
results and significantly higher sales. A day with Fripp
was a great investment."
—Joe Wester, Senior Vice President, SalesLink, A
CMGI Company
"The
day after I worked with you I more than tripled my close
rate on a $3,000 product in a presentation to another
group. We've been promoting seminars and products for
Tom Hopkins for over 20 years, and even Tom has been unable
to give us the specific training we needed. You did and
multiplied our effectiveness beyond belief."
— Ron Marks, President, Results Seminars
"I
have an important sales presentation to deliver to 200
people. I was all set to go until I reviewed the entire
program based on the advice you gave. I tore up the entire
talk, edited it in half, and rehearsed it the way you
showed. It now sings."
—Jim Smith, SPHR, People Inc.
"Coming
out of the training session with Patricia Fripp, I'd have
to say I wasn't just ready to give a presentation to a
large audience—I am looking forward to it. Considering
I'd rather jump out of airplanes than speak for audiences,
that's a stunning endorsement. And Patricia's training
was excellent. Bring her back—pay her double. Everyone
in our company needs to be trained in the Fripp Sales
Presentation methods. What a great combination of sales,
persuasion and speaking skills."
— Eric Stieler, AG Consulting
"Preparation
is an extinct art! Most salespeople (or at least the average
ones) take the easy way out and 'wing it' far too many
times. You focused on both the importance of the message
and what it takes to craft that message in a way that
grabs the prospect. I guarantee you that now all my salespeople
are rethinking how they open a presentation and how they
can make the most out of their time with the prospect.
Thanks for a great presentation and making us think."
—Dave Delventhal, National Sales Director, AG
Consulting
"What
a great two days! From a simple ROI standpoint, I am confident
we will see a payback in less than 4 months. From my standpoint,
a salesperson's sales cycle can begin or end with how
well they give their presentation."
—Greg Stivers, Division Vice President, ADP
"I
came to the Fripp sales presentation class with an internalized
skeptical attitude...I was open to possibility that the
class would be valuable, but I was not 'banking' that
it would be...and I walked away with some very valuable
concepts. Thank you.
Since then, I have 'formally' integrated your concepts
in the team planning phase as we prepare for presentation...message
crafting with my technical team and focusing on story
telling and direct quotes that tie back into the technical
concepts...
In my last experience with this, we had our planning session
the day prior to the presentation. I practiced my 'lines'
that night at home as I bathed my kids and got them off
to bed. After 'delivering the message' to five and six
year olds, covered with bubbles and relatively disinterested,
I was prepared for my real audience.
The
presentation went off well, and I am confident that we set
ourselves apart from our competition...we hit our goals for
the day. We are still 'in' this deal and are positioned to
win it...it has yet to be awarded. I do not believe that we
would be as well-positioned if we had taken the traditional
path...our quotes of the players in the room from previous
encounters flushed out additional information that has helped
us to better understand their buying criteria. I am now a
Fripp 'believer.'"
—Julie Morris, District Manager, ADP National Accounts
 Yes,
I'm serious about successful sales presentations. I'm ready
for a conversation with Patricia.
|
