Why FREDTalks?

I’m a big fan of TED Talks.

I love the goal of the TED Foundation to foster the spread of great ideas.

I love the format. A TED Talk is 18 minutes long.
(The length that was chosen by TED organizers based both on neuroscience and strategy. They understood that 18 minutes was long enough for a speaker to flesh out an idea, but short enough that a listener could take in, digest, and understand all of the important information).

I aspire to be a TED Speaker, but they will probably never have me, so in the meantime I have a name I can have a bit of fun with to promote my own speaking… hence FREDTalks.

The 18 minute format plus time for Q&A gives me a means to spread ideas based on my book and other developments in professional selling

FREDTalks Formats

FREDx

45 minutes to 1 hour – 18 minute talk plus Q&A

  • These are usually run on an ‘In-company’ or ‘Sponsored’ (on behalf of an organisation or event) basis

BYOB

90 minutes to 2 hours – a mini training session broken into 3 sections

  • BYOB = Bring Your Own BOOK. These are run on an ‘In-company’ basis. The condition is you buy the book for team.
  • The sections explore Evolution and Type of Sale/What is PQ/VALUE Framework

Masterclass

3 x 2 hours – semi-bespoke training

  • These are run on an ‘In-company’ basis using the Type/PQ/VALUE formula
  • Scheduled over a number of week participants are encouraged to apply learning and develop their own more modern approach to selling.

Signature Talk

The talk is based on the book ‘Selling Through Partnering Skills’

It looks at how selling has evolved and is now the most successful salespeople employ a more collaborative approach then ever before. It explores how the concept of ‘partnering intelligence’ can be used to develop effective ways of working. The talk addresses:

  • Is your selling old fashioned?
  • Balancing complexity and value – defining your ideal type of selling
  • Using PQ in sales – an introduction to Partnering Skills
  • The VALUE Framework – refining your sales approach

Finishing with a chance for Q&A the aim to leave participants with ‘ideas worth using’

Fred Copestake – Speaker

Fred Copestake is a consultant, trainer, coach and author – an expert in helping sales professionals to improve their performance and unleash their full potential.

He is Founder of Brindis a specialist sales performance consultancy and over 20 years has worked in more than 35 countries.

Projects have ranged from developing sales skills for Middle Eastern healthcare companies, to account development and sales leadership in Latin America and Europe for IT and engineering multinationals. He was responsible for the planning and implementation of the ‘Coronacademy’ for the famous Mexican beer brand.

Always focusing on the desired outcomes, Fred’s pragmatic approach sees him work with his clients to discover new and more powerful ways of how they can do business, build mutually beneficial relationships with their customers and increase sales.

His book ‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach and how they can take it to the next level through understanding partnering intelligence (PQ) and the innovative VALUE Framework.

Fred hosts podcasts and delivers talks that explore the core elements of the book so that his audience can

  • Identify their ideal type of selling
  • Become more collaborative in relationship building
  • Generate better insight and potential to add value
  • Develop a modern ‘hybrid’ way of engaging customers

Put simply, Fred’s work helps people and businesses improve their sales approach so they will achieve better results.

His main talks are:

  • Selling with PQ – The Why, What and Wow
  • From Coercion to Collaboration – A modern approach to selling
  • Sales 3.0 – The rise of the hybrid seller
  • Stop! Listen and Collaborate – Modern selling in a virtual world
  • From snake oil to screen presence – An evolution of sales

Selling Through Partnering Skills – The Book

The book ‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach. It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework.

Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, brought together with advice on practical application of the most relevant techniques.

Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.

The Elements of PQ

  • Ability to trust
  • Win-win orientation
  • Interdependence
  • Self-disclosure and feedback
  • Comfort with change
  • Future orientation
Whats Inside? Meet the author

Selling Through Partnering Skills – The Book

The book ‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach. It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework.

Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, brought together with advice on practical application of the most relevant techniques.

Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.

The Elements of PQ

  • Ability to trust
  • Win-win orientation
  • Interdependence
  • Self-disclosure and feedback
  • Comfort with change
  • Future orientation
Whats Inside? Meet the author