Kopp Consulting Seminars:














The first step in closing a sale with a new customer is the initial meeting.  Do you
want more of those?  This session guides 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!™



As an add-on to The Path to the Cash!™, this practical learning workshop
provides real-time coaching as attendees call a short list of prospects.   

It doesn’t matter what your style is or what type of call you’re making.  Our efficient
process will enable you to open more doors and close more sales in less time.



Have  spent a lot of time working on your “elevator speech but somehow it just
doesn’t work for a first phone call? You only get one shot at a first conversation
with a prospect.  

You will learn to:
  • Leave messages that get you in!
  • Develop separate messages—one for voicemail, one for when you reach
    your prospect live and one for networking.  All are critical to your success
  • Formulate three effective opening sentences that will get you connected
  • Communicate in language that will resonate with your prospect and make
    him or her want to hear more
  • Ask a question so powerful that it will springboard you into a conversation
    about how you can satisfy your prospect’s business needs
  • Perfect other skills that can make or break a call, such as tone, emphasis
    and cadence



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.

You will learn to:
  • Identify the 10 most common objections and overcome them without  
    missing a beat
  • Perfect your responses and handle 95% of the situations that come       
    your way
  • Use active listening skills and ask key questions to move past roadblocks
  • Maintain control over the conversation and secure the next steps



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!

You will learn to:
  • Identify your objective for the meeting and direct the meeting so you’re sure
    to accomplish it.  
  • Research your prospects’ needs and  bundle your products/services to
    meet those needs
  • Develop “high gain” questions which will elicit valuable information that will
    move you closer to the close
  • Anticipate prospect objections and prepare your responses in advance
  • Plan the flow of the meeting, so that you leave enough time for the “next
    steps” discussion…the reason you’re there
  • Determine what to present, what to leave behind and what to keep in your
    “toolbox” just in case



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.

You will learn to:
  • Customize your networking approach based on your audience and setting
  • Develop a relevant and compelling message that will engage your prospect
    in conversation and make him or her want to hear more.  
  • Ask questions that will serve as a springboard for discussion about how
    your capabilities can satisfy your listener’s needs
  • Strategically choose which events will net you the greatest results
  • Work a room in a formal networking environment
  • Smoothly enter into a conversation that’s already in progress
  • Disengage from a conversation after your objective has been met



Sharing success stories between salespeople on the same team can produce a
wealth of ideas and create explosive growth opportunities for everyone. This is
perfect for sales teams.  We’ll give you the framework for relating stories that
make an impact!

You will learn to:
  • Categorize your successes by prospect need/industry for easy access
  • Structure a story that’s so powerful, there will be no doubt in your
    prospect's mind that he or she needs your product or service
  • Use success stories as efficient tools for training new salespeople

Each participant will be asked to share his or her two most successful sales
stories and include details about how the doors were opened, how the
opportunities were uncovered, how the company was presented, what questions
were asked, what objections were raised, what the responses were, how follow up
occurred, how the deals were closed, and what the financial benefit was.

The session will end with each salesperson identifying 5-10 ideas on how to grow
his or her business based on the knowledge gained from the seminar.  



Increase your profits by training your customer service staff to 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.  

Your staff will learn to:
  • Maximize results from the time spent on the phone with clients
  • Upsell clients by selling complementary products and services
  • Increase the size of your orders
  • Ask for referrals inside the customer’s company as well as outside
  • Prevent your competition from swiping the next order
  • Use active listening skills to improve service quality



This seminar covers the various elements of a sales call.  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.  

You will learn to:
  • Become aware of both the verbal and non-verbal cues that are exchanged
    between you and your prospects
  • Remedy nervous habits, such as voice wavering when asking for sale  
  • Capture the close and recognize when it’s time to leave
  • Spontaneously tailor your pitch to any situation, including conducting your
    presentation in half the time
  • Apply active listening skills to overcome objections
  • Securing next steps before you leave the meeting



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.

You will learn to:
  • Identify target group criteria for your prospect list
  • Establish actionable parameters for new business targets
  • Locate target group company names and contact information
  • Look at your prospect list with fresh eyes and determine if the names on
    your list deserve to be there  
  • Analyze whether a referral represents a worthwhile opportunity




Kopp Consulting will combine two or more seminars into a half-day, full-day or
two-day program or develop a customized program to meet your specific training
needs.  Please call us at (908)781-7546 for more information