Most business leaders and sellers ask questions on sales calls. But how certain are you that the questions you ask are the best questions? At Kopp Consulting, we have a certain name for better questions. We call them "High Gain" questions. Why? When worded...
A seminar attendee once said, “If a prospect cancels a meeting, it obviously means the prospect is not interested. Further, if the meeting is rescheduled and the prospect cancels again, the prospect is not only uninterested, but also rude and unworthy of my...
It's not easy to get a meeting with a decision maker. So when you have one, it had better go well! Have you ever finished a meeting and wished you achieved a better outcome, gotten further into the discussion or secured better next steps? We call this "the valuable...
After working hard to find the right prospect and having a great first meeting, you want to be sure the second meeting happens (and in the shortest timeframe possible)! Below are our Door Openers’ best practices for keeping the conversation moving. 1. Date & Time....
Did you ever wonder why some sellers can get the “difficult to get” prospect meetings and others can’t? These are the meetings with high level, hard to reach prospects. Do you have some of these prospects on your wish list? Imagine what meeting these people could do...
Have you noticed that more and more prospect meetings are being held by conference call? With technology hiccups, people talking over each other and calls that drop, how do we make sure that the time we spend on these calls is the most productive time possible? Time...
Sales take time to close. Whether you’re launching a new business or growing an established one, the ideal time for a closed sale is usually “yesterday.” But we all know that’s not how life works. There is a tremendous benefit, however, in being able to predict how...
The biggest sales challenge companies now face Most companies face a consistent challenge when it comes to sales. Those responsible for business development either don’t have the skills to get in with the right decision makers or their time is better spent on closing...
You speak with a prospect who tells you he/she is interested in your services. You’ve contacted that person many times (all the while using the 3 P’s of prospect follow up – Persistence with Patience without being a Pest) with no answer…now what? Are they no longer...
Have you ever had a great initial prospect meeting, followed up diligently and then despite your best efforts, can’t get the sale to close? It’s a frustrating part of sales and it happens to almost everyone. Here are some tips to help you keep the sale moving. Ask...
The phone is an incredibly powerful sales tool which is underused and underestimated. Its power lies in the intimacy a phone call creates. The buyer is letting you right into their personal space, speaking directly into their ear.
In this episode, you will learn the fastest way to set the initial meeting with your prospective clients. Caryn Kopp, Chief Door Opener of Kopp Consulting, has successfully helped Fortune 100 and Fortune 500 companies achieve this for over twenty years. ...