Your slides might be the reason you're not closing. Frankie Kemp explains why—and what actually works.
In this episode of Thoughts on Selling, communication coach Frankie Kemp breaks down what actually makes someone persuasive. Spoiler: it's not the slides. We explore Aristotle's three pillars (logos, ethos, pathos), why technical people over-rely on data, and how to read someone's learning style just by listening to the words they use.
📌 KEY MOMENTS:
00:00 - Introduction: Who is Frankie Kemp?
02:30 - Why everybody has to sell—including technical specialists
04:45 - Aristotle's three pillars: logos, ethos, and pathos
07:20 - "I'll never remember your bullet points"—the power of story
10:00 - The purpose of selling is not selling (or even buying)
13:30 - "Put your slides away, Mikey. It's you they want to see."
16:15 - Three nonverbal adjustments that closed a multimillion-pound deal
18:40 - Improv training for scientists and salespeople
21:00 - Visual, auditory, kinesthetic: reading learning styles
25:30 - How to match language to build instant rapport
28:00 - Mixing it up in group presentations
💡 KEY QUOTE: "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: https://frankiekemp.com
LinkedIn: Frankie Kemp
Free 15-minute discovery call on her site
🔗 CONNECT WITH LEE:
Website: https://thoughtsonselling.com
Book a call: https://meet.aceleragroup.com
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