PROPOSAL FOR PRESENTATION SALES TRAINING DELIVERED

BY PATRICIA FRIPP, CSP, CPAE

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. hey will also discover how to personalize their presentations
with little!known techni"ues used #y 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. hey have connected indeli#ly with
their high!level audience while #eing memora#ly dramatic and uncannily
persuasive. heir recommendations to go to the next level are accepted.
%hat would such triumphs #e worth to you and your company in additional
sales revenue over the next five years&
BACKGROUND
Your sales people need to #e as effective as possi#le when they get in
front of executives to present your company story and communicate why it
is in a company's #est interest to do #usiness with you. his (resentation
)ales raining is perfect to help sales people move to the next level of skill
and productivity.
OBJECTIVE
he o#*ective of (resentation )ales raining is to support your goal of
increasing the effectiveness, professionalism and confidence of all sales
associates. +ore specifically, in the area of presentation skills, the o#*ective
is to #uild 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.
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DELIVERABLES
(atricia -ripp can conduct highly interactive seminars.coaching
sessions in various locations of your choice in the /nited )tates. In
advance, she will interview up to six people of your choice.
he seminars can consist of any num#er of participants. hey are
highly interactive, and each person will #e coached on their performance
multiple times.
0lthough the schedule is flexi#le, and #ased 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:
hree ingredients to help prepare every talk, sales presentation or
Executive Briefing
1ow to #etter analyze the key elements that must go into every
presentation
1ow to conduct a client meeting of any size
1ow to utilize the Fripp Presentation Organization Tool for every
presentation or sales conversation
1ow to understand the Fripp I-You ratio formula to improve client
#uy!in for your point of view
1ow to get your ma*or points across2fast
1ow to speak from the client's point of view
1ow to ask the "uestions that insure more acceptance
1ow to tell your company story in a more engaging way
1ow to speak in a way to #e perceived as a consultant, not a sales
person
1ow to #uild pictures in clients' minds of how your product or
service is the #est option to accomplish their goals and o#*ectives
1ow to connect with any audience so they respond positively to
your proposal
1ow to gather and organize ideas and information in a short time
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+aster the little!known -ripp inside-out preparation techni"ue
1ow to use techni"ues to create exciting, life!changing and
#usiness!developing presentations
1ow to remem#er your presentation and have the audience
remem#er sufficiently to #e a#le to make recommendations to
others at a later date
1ow to come across as lika#le to any prospect audience of any size
%hy speaking more effectively can improve sales
1ow to add credi#ility and professionalism
%hy today's audiences of , or ,44 are different
1ow to #e more comforta#le in any situation, formal or informal,
with or without (ower(oint
1ow to emotionally and intellectually connect with every group,
committee or executive audience
5iscover the #ehaviors an Executive Briefing client won't forgive
5iscover the enemy of every sales person
1ow to overcome #ad ha#its and minimize nervousness
1ow to work from an outline and look more spontaneous
1ow to #e a more confident, competent speaker
6earn techni"ues to #ecome presentation coaches for each other
Bonus:
Every participant #enefits as (atricia -ripp shares the #est ideas from
over 37 years experience as an internationally acclaimed speaker, sales
trainer, and speaking skills coach.
Learner Outcomes:
(articipants will #e a#le to identify mistakes most speakers and sales
professionals make and how to eliminate them. (articipants will learn how
to write, present and spice up a talk or sales presentation immediately . . . or
#y the end of the session$ hey will also learn how to use this new strength
to their competitive advantage and cut years off their learning curve. hey
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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: he a#ove description is *ust a guide. he length or format can #e
varied to suit your needs and the skill set of each group.
PRESENTERS BACKGROUND
(atricia -ripp, 9)(, 9(0E is an award!winning speaker, author, sales
trainer and in!demand executive speech coach. Meetings and Conventions
magazine named her One of the !" most ele#trif$ing spea%ers in &orth
'meri#a() )teven 9ovey's *+e#utive *+#ellen#e magazine calls her One
of the top ," #onsultants- trainers- spea%ers- authors and professors .ho
#over the /even 0imensions of *+#ellen#e() )he delivers high!energy,
high!content, and dramatically memora#le presentations. 0s an expert
speech coach, she excels in #uilding leaders and transforming sales teams.
In the :ovem#er 3443 issue of 1iplinger Personal Finan#e stated in their
cover story that (atricia -ripp's speaking school is the sixth #est way to
invest in you.
Before #ecoming a full!time speaker and sales trainer, (atricia had a
successful career in a service industry for 3; years. )he owned two highly
successful #usinesses that included training #oth service and sales personnel.
(atricia first received payment for speaking and training in ,<=>.
)ince ,<?4 she has spoken to at least ,44 groups a year, many of them
repeat engagements. his includes -ortune ,44 companies and ma*or
associations worldwide. he over ;,444!mem#er :ational )peakers
0ssociation elected her the first female (resident in ,<?;. )he has won or
#een awarded every designation given #y :)0 including the 2all of Fame
and the Cavett '.ard, the highest honor and considered the Os#ar of the
speaking world.
INVESTMENT
Your investment for services provided within the )an -rancisco Bay
0rea includes all out!of!pocket expenses and travel. 9oach class travel and
all out!of!pocket expenses are not included for services provided outside the
;
)an -rancisco Bay 0rea. he daily or pro*ect fee will #e discussed in
person.
TESTIMONIALS
@I use your outline prep format for every speech, sales presentation,
internal training, even conference calls I deliver. It has really made my
preparation faster and more effective$ he Acharacter and dialogue' concept
makes these presentations not only more fun for my listeners, #ut a heck of a
lot more fun for me$ %ithout your coaching I would have #een swamped
trying to prepare.B
Libby aston, !irector of Business !e"elopment, A!#
@0fter (atricia -ripp worked with our sales team for one day, we
totally rewrote our sales presentation #ased on her invalua#le advice. )ince
then, we have en*oyed dramatic results and significantly higher sales. 0 day
with -ripp was a great investment.B
$oe %ester, &enior 'ice #resident, &alesLink, A ()*+ (ompany
@he day after I worked with you I more than tripled my close rate on
a C8,444 product in a presentation to another group. %e've #een promoting
seminars and products for om 1opkins for over 34 years, and even om has
#een una#le to give us the specific training we needed. You did and
multiplied our effectiveness #eyond #elief.B
,on )arks, #resident, ,esults &eminars
@I have an important sales presentation to deliver to 344 people. I was
all set to go until I reviewed the entire program #ased 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.B
$im &mith, &#-,, #eople +nc.
@9oming out of the training session with (atricia -ripp, I'd have to
say I wasn't *ust ready to give a presentation to a large audience!!!I am
looking forward to it. 9onsidering I'd rather *ump out of airplanes than
speak for audiences, that's a stunning endorsement. 0nd (atricia's training
was excellent. Bring her #ack!!!pay her dou#le. Everyone in our company
needs to #e trained in the -ripp )ales (resentation methods. %hat a great
com#ination of sales, persuasion and speaking skills.B
ric &tieler, A* (onsulting
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@(reparation is an extinct art$ +ost salespeople Dor at least the
average onesE take the easy way out and Awing it' far too many times. You
focused on #oth the importance of the message and what it takes to craft that
message in a way that gra#s 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. hanks for a great
presentation and making us think.B
!a"e !el"enthal, National &ales !irector, A* (onsulting
@%hat a great two days$ -rom a simple FGI standpoint, I am
confident we will see a pay#ack in less than ; months. -rom my standpoint,
a salesperson's sales cycle can #egin or end with how well they give their
presentation.B
*reg &ti"ers, !i"ision 'ice #resident, A!#
@I came to the -ripp sales presentation class with an internalized
skeptical attitude2I was open to possi#ility that the class would #e valua#le,
#ut I was not A#anking' that it would #e...and I walked away with some very
valua#le concepts. hank you.
)ince then, I have Aformally' 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 "uotes that tie #ack into the
technical concepts...
In my last experience with this, we had our planning session the day prior
to the presentation. I practiced my Alines' that night at home as I #athed
my kids and got them off to #ed. 0fter Adelivering the message' to five
and six year olds, covered with #u##les and relatively disinterested, I was
prepared for my real audience.
he presentation went off well, and I am confident that we set ourselves
apart from our competition...we hit our goals for the day. %e are still
Ain' this deal and are positioned to win it...it has yet to #e awarded.
I do not #elieve that we would #e as well!positioned if we had taken the
traditional path...our "uotes of the players in the room from previous
encounters flushed out additional information that has helped us to #etter
understand their #uying criteria. I am now a -ripp A#eliever.'
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$ulie )orris, !istrict )anager, A!# National Accounts
(atricia -ripp, 9)(, 9(0E, 0 )peaker -or 0ll Feasons, 73= 1ugo )t., )an -rancisco, 90 <;,33,
www.fripp.com, pfrippHfripp.com, D;,7E=78!>77>, D?44E>8;!8487
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