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. ...
“We have finally found an outsource Door Opening Service that works!” Jack Daly is a sales and sales management expert who has led sales forces numbering in the thousands, operating out of hundreds of offices nationwide. Click below to hear Jack discuss how the Door...
Caring for your pipeline means nurturing your leads so that they move from one step of your sales process to the next. Suppose you’ve had a meeting with a prospect who is interested in your services but, doesn’t need you right away. What kinds of communication will...
Next time you’re in a room full of business owners, try asking ten of them to define business development. Chances are, you’ll get ten different answers. Some might use the term interchangeably with “marketing,” while others think of business development as whatever...
Some business leaders think their office building is their company’s most important asset and others think it’s their intellectual property. I believe your pipeline is your company's most important asset. If you want to avoid unnecessary peaks and valleys in yearly...
Picture this: you’re meeting with your dream prospect. It’s the meeting which took months to land, the one which could lead you to make your challenging sales goals this year. As the conversation progresses and the prospect shares more about what he needs, you start...
This article is not about whether it’s important to have a playbook…it’s important. If you don’t have one, do your company a big favor and take the time to get it done. Rather, this article is about what is sometimes missing from playbooks which is crucial for getting...
In the past, I’ve written about how to leave a prospect a six-sentence voicemail which makes an impact. But what do you say when you get someone live on the phone? You can’t stuff a six-sentence voicemail into a conversation and expect it to work. And, you won’t get a...
Too often salespeople skip relationship building to try to close deals faster. In doing so they risk losing sales to competitors willing to put in the time to create relationships. Before blaming sellers for sloppy salesmanship, look at management to see if anything...
It was a very busy Monday at Kopp Consulting. As I was going through each task on my checklist, I needed to call a potential client. But before I even picked up the phone, I prepared what I would say if I reached his voicemail instead of him. No matter how busy I am,...