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!

• 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!

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.

• 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.

• 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.

• 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 calls

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!

• 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.

• 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.

• 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.

• 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.

• 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.