Dramatically improve your sales effectiveness, value selling impact and sales enablement best practices by focusing on communicating. Really connecting.

Frankie Kemp has one of those backgrounds that sounds made up: acting school, award-winning comedy writer, NLP practitioner, and now a communication coach for technical specialists at companies like major pharma, energy, and finance firms. She's helped close multimillion-pound deals by making three nonverbal adjustments. She's gotten scientists out of their slides and into real conversations. And she brings Aristotle into every engagement.

In this episode, we dig into why communication is the most underleveraged skill in sales—and why the best communicators aren't the smoothest talkers. They're the ones who adapt.

What we cover:

• Aristotle's three pillars of persuasion: logos, ethos, and pathos—and why most technical people only use one
• The real reason customers come to you with a solution instead of a problem
• How to identify someone's learning style (visual, auditory, kinesthetic) by the words they use
• Why Frankie tells clients to put away their slides: "It's you they want to see"
• The improv-to-sales pipeline: why so many techies do improv, and what it teaches about presence
• How three nonverbal tweaks closed a deal on the eighth attempt

Key insight: "People often come to you with the solution. Your job in sales is to recognize what led up to that requirement—what problem are they trying to solve? Then take them back and go, 'This will be better for you.'"

Connect with Frankie:

• Website: frankiekemp.com
• LinkedIn: Frankie Kemp
• Free 15-minute discovery call available on her site