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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----more----

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

Episode 324 (Natasha is based in Delawre) (repeat of #103)

In this conversation with Natasha Bazilevych we explore:

• why public speaking is a learnable skill
• how a meaningful goal can motivate you to speak
• small steps that make speaking more familiar
• how to turn nervous energy into excitement
• what a difficult presentation can teach you
• why imitation can weaken your delivery
• how to identify your natural speaking energy
• the value of structure and one main point
• how vocal variety helps people listen
• how audience focus supports confidence
• how posture and voice influence your delivery
• when unnecessary hedges weaken a statement

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About Natasha Bazilevych:

Natasha is a public speaking coach and trainer. As president of ChangeView Academy she helps entrepreneurs develop[ their business skills do they can create a successful business and life.

Learn more about ChangeView here.

She has run 7 marathons and 11 half-marathons. She hosts the podcast, Speak with Power Podcast.

To learn more about Natasha and her services visit the website

www.NatashaBazilevych.com

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Key lessons from this conversation:

• Treat public speaking as a skill you can develop through practice.
• Connect your speaking goal to a purpose that matters to you.
• Build confidence through small speaking opportunities before larger challenges.
• Use nervous energy as a source of excitement and passion.
• Reframe a disappointing presentation as an opportunity to learn.
• Develop your natural speaking style rather than imitate another speaker.
• Give your presentation a clear structure and one main point.
• Use changes in pace, pitch, volume and pauses to hold attention.
• Understand and believe your message before you ask others to act.
• Focus on the audience and use open posture to support connection.
• Remove unnecessary verbal hedges and finish clear statements with conviction.

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----more----

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 behaviours. 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://www.linkedin.com/in/georgetorokpresentations/

https://www.youtube.com/user/presentationskills

https://www.instagram.com/georgetorok/

Episode 326 (Anders is based in Manitoba) (Repeat of #176)

In this conversation with Anders Boulanger we explore:

• how to attract attention in a crowded trade show
• why relevance gives visitors a reason to stay
• how to identify prospects through the problems they face
• how visual metaphors explain less exciting products
• why an aha moment can make a message memorable
• how booth staff can discourage potential customers
• what to say to start a booth conversation
• how to move visitors into a deeper product experience
• how to preserve energy during a long show
• why the final day deserves sustained effort

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About our guest, Anders Boulanger:

He has performed at over 200 trade shows. His exhibit clients average a 54% increase is trade show leads.

As well as performing at trade shows, he offers Trade Show Infotaining to prepare your staff for a more productive trade show experience.

Visit engagify.ai

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Key lessons about trades shows from this conversaton with Anders:

• Connect attention to relevance. Visitors need a reason to stay that relates to their own problems.
• Use contrast to capture and renew attention. Change what visitors see or experience when attention fades.
• Qualify the audience through its challenges. Ask who experiences the problem your company can help solve.
• Integrate visual metaphors with your message. Choose a demonstration that makes the business benefit easier to understand.
• Give visitors a chance to make the connection themselves. An aha moment can help them remember the message.
• Prepare staff to receive visitors. A successful presentation needs a clear handoff into a deeper booth conversation.
• Remove behaviours that discourage contact. Phones, private staff conversations and meals in the booth can push visitors away.
• Start conversations with a friendly greeting or an easy question. Prepare a concise explanation of what your company does.
• Protect the team’s energy. Use breaks well, plan coverage and choose footwear suited to long periods on your feet.
• Brief the team and maintain effort through the final day. Agree on objectives and keep looking for worthwhile conversations.

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----more----

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 behaviours. 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://www.linkedin.com/in/georgetorokpresentations/

https://www.youtube.com/user/presentationskills

https://www.instagram.com/georgetorok/