Did you ever notice people become more serious at the beginning of September? Gone are the lazy days of summer and in front of us are four important months before year end. I call this the “Back to School Mentality.” I see it as much amongst adults as I do amongst...
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...
Make the most of your summer by seizing new business opportunities while your competition plays miniature golf! While it’s true that most people do vacation in August, I don’t know anyone who goes away for 4 weeks straight! What does this mean for you? It means people...
Fellow Sales Enthusiasts... Are you ready to declare your freedom from sales tactics and old ways of thinking that no longer serve you in today's market? To honor July 4th and America's Freedom, here are 4 ideas to help you declare YOUR sales independence! 1. You CAN...
It can be very frustrating when prospects don't call back!Here are a few of the strategies we use which work. We email the decision maker a content rich, compelling (short) email on a Sunday night. Our email becomes one of the first, if not the first, read...
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...
It was 4pm on a Thursday and I was sitting in my car outside Starbucks. It had been one of those days. You’ve probably had one like this too. Phone call followed by phone call followed by meetings and then more phone calls. I had one more call to go. One call standing...
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...
In sales, there is nothing more frustrating than waiting to hear back from a prospect. We’ve all been there—spent time researching a potential client, had great meetings, agreed on next steps and then nothing, nada, just silence. Rather than dealing with prospect...
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...
It sounds like a no-brainer, doesn’t it? We personalize our conversations all day long with the people we know. It comes to us as naturally as reaching for our first cup of coffee in the morning. Yet, in all my years of selling and coaching others to sell,...
Did you have as many new prospect meetings as you wanted in the last 12 months? If not, why not? And, most importantly, what will you do differently in the next 12 months that will yield better results? If you didn't get as many meetings as you wanted it's important...