Consulting Topics Include:


















The first step in closing a sale with a new customer is the initial meeting.  Do you
want more of those?  We will  guide you through the essential steps of locating
and connecting with decision makers who will say “yes”!   This efficient process will
save you countless hours with less stress and bring you more financial success!    

Topics include:
  • Wasting time?  Not anymore!   
  • The RIGHT List (including “Sift Happens”)   
  • Wearing the business development hat which fits YOU comfortably   
  • How to leave messages that get you in   
  • Oh no!! Voicemail AGAIN???    
  • Getting past “I’m too busy to talk with you” and other irritating roadblocks   
  • Making the Guardian of the Gate Your Guardian Angel   
  • Why wait 3 months for the next step?  You can have it today!    
  • Oops!  I forgot to ask for the meeting!   

Why settle for taking your business from Point A to Point B?  Get to Point C….
The Path to the Cash!™



It’s difficult to fit business development activities into a demanding schedule.  
Stay on track and achieve your business development goals with Kopp
Consulting's Accountability Program.  These weekly check-in sessions drive
Business Owners and Salespeople to make the necessary calls and accomplish
the critical follow up steps to close new business.  It is a small investment for a
VERY large return.



Stuck?  We’ll listen to your issues and provide advice to break through your most
difficult roadblocks and close more sales.



It doesn’t matter how many calls you make if you’re calling the wrong people.  
If your list contains anything other than a carefully targeted group of prospects,
your efforts will be wasted.  Don’t let this happen to you.

We will guide you in:
  • Identifying target group criteria for your prospect list
  • Establishing actionable parameters for new business targets
  • Locating target group company names and contact information
  • Looking at your prospect list with fresh eyes and determining if the names
    on your list deserve to be there  
  • Analyzing whether a referral represents a worthwhile opportunity



Are you a person who has spent a lot of time working on your “elevator speech”
and somehow it just doesn't work for a first phone call? You only get one shot at a
first conversation with a prospect.  

We will guide you in:
  • Crafting a message that gets you in!
  • Developing separate messages—one for voicemail, one for when you reach
    your prospect live and one for networking.  All are critical to your success
  • Formulating three effective opening sentences that will get you connected
  • Asking a question so powerful that it will springboard you into a
    conversation about how you can satisfy your prospect’s business needs
  • Communicating in language that will resonate with your prospect and make
    him or her want to hear more
  • Perfecting other aspects than can make or break a call, such as tone,
    emphasis and cadence
  • Identifying effective questions to use during initial calls that will help you
    qualify an opportunity and secure a meeting



Learn how not to take “NO” for an answer!  If you can't overcome the objection, you'll never close the sale. Stay in control of the discussion by mastering this essential
skill.  

We will guide you in:
  • Overcoming the 10 most common objections without missing a beat
  • Learning the 10 most common objections and how to overcome them
    without missing a beat
  • Perfecting your responses and handling 95% of the situations that come
    your way
  • Maintaining control over the conversation and securing the next steps
  • Using active listening skills and asking key questions to move past
    roadblocks during initial prospect cals



As the saying goes, “fail to plan….plan to fail”, so don’t just hope that your
meeting will go well.  Ensure that it will by doing what it takes to succeed—in
advance!

We will guide you in:
  • Identifying your own objective for the meeting and directing the meeting so
    you’re sure to accomplish it.  
  • Researching your prospects’ needs and bundling your products/services to
    meet those needs
  • Developing “high gain” questions which will elicit valuable information that
    will move you closer to the close
  • Anticipating prospect objections and preparing your responses in advance
  • Planning the flow of the meeting, so that you leave enough time for the
    “next steps” discussion…the reason you’re there
  • Determining what to present, what to leave behind and what to keep in your
    “toolbox” just in case



From setting up the room and greeting your prospect, to opening the meeting,
setting the pace, asking high-gain questions, and recognizing various
personalities, we’ll help you perfect the skills you need to conduct a successful
sales call.  

We will guide you in:
  • Becoming aware of both verbal and non-verbal cues
  • Remedying nervous habits, such as voice wavering, when asking for sale  
  • Capture the close and recognize when it’s time to leave
  • Spontaneously tailoring your pitch to any situation, including conducting
    your presentation in half the time
  • Applying active listening skills to overcome objections.
  • Securing next steps before you leave the meeting



Make a greater impression on your prospect and get the results you want by
inviting Caryn Kopp to participate in a selected series of sales calls. You’ll benefit
from Caryn’s extensive experience, as she helps you uncover opportunities and
close sales.

Caryn will:
  • Open up the meeting by asking the initial questions to get the prospect
    talking about his/her needs
  • Watch for non-verbal cues that are exchanged between you and the
    prospect
  • Provide support in overcoming objections
  • Keep the meeting on track and smooth over awkward moments
  • Define the next steps and create a timeline for them  
  • Close the sale and ask for referrals
  • Provide feedback on important sales skills including getting around the
    prospect’s armor, effective probing and active listening



No matter what industry you’re in, networking skills are crucial to successful new
business development.  Whether you’re at a formal networking event such as a
business card exchange or in an informal setting such as the gym or grocery
store, be prepared to answer, “What do you do?”  Every time you’re not prepared,
you could be missing a valuable opportunity to develop new business.

We will guide you in:
  • Customizing your networking approach based on your audience and setting
  • Developing a relevant and compelling message that will engage your
    prospect in conversation and make him or her want to hear more.  
  • Asking questions that will serve as a springboard for discussion about how
    your capabilities can satisfy your listener’s needs.  
  • Strategically choosing which events will net you the greatest results
  • Working a room in a formal networking environment
  • Smoothly entering into a conversation that’s already in progress
  • Disengaging from a conversation after your objective has been met



We will look at your materials through your prospect’s eyes to determine how
effectively you are communicating the benefits of your product or service and
suggest changes that will resonate with your prospective customers.



We’ll show you how to structure your sales presentation so that it becomes a tool
which leads you to the close.



Capitalize on contact points with current customers and capture incremental
sales!  You’ll not only maximize your revenue, but also increase the efficiency of
your outside sales team.  

We will guide you or your staff in:
  • Maximizing results from the time spent on the phone with clients
  • Upselling clients by selling complementary products and services
  • Increasing the size of your orders
  • Asking for referrals inside the customer’s company as well as outside
  • Preventing your competition from swiping the next  order
  • Using active listening skills to improve service quality



Kopp Consulting will help you recognize growth opportunities and capture
incremental sales dollars.  We will identify targets—including additional markets—
and sharpen your sales message to help you find the quickest way to develop
new business and grow your company.    



Is your current sales organization structured for strategic growth?  We will assess
your organization’s strengths and weaknesses and recommend solutions such as
reassigning roles and effective training solutions to help you achieve the results
you desire.



We will help you convey both your written and verbal intentions in a way that will
further the sale and effectively prompt your desired response.  We will work with
you to streamline your communication strategy to achieve maximum results in
minimum time.


Contact us today at (908) 781-7546 to discuss your specific needs.