Believe it or not, door opening—getting that door open to an opportunity—is something that actually has a science to it. It is creating a relationship with the right person for that opportunity.
Door opening is one of the most challenging aspects of sales:
- It’s the beginning of the sales cycle
- It’s creating a relationship with the right person
- That person is often someone you don’t know
How is this done? How do you get that door open, and pique that person’s interest? How do you get that person wanting to hear more from you, and sit down and have a meeting with you?
Targeting the first and most important piece of door opening. Salespeople are often targeting the wrong person—in fact, Caryn says from her experience about 25 percent of the people on an average prospect list shouldn’t be there. People often look at the easy factors: size of company, industry, decision maker, but there is much more to it, especially if the playing field is going to be narrowed.
Join host John Golden as he gets the skinny from a real expert: Caryn Kopp, Chief Door Opener at Kopp Consulting.
About Our Guest
Caryn Kopp is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands secure business meetings with high level decision makers. Caryn is a best-selling author, nationally recognized speaker, and an expert in business development.
About Our Host
John Golden is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories. He recently published his second book Social Upheaval: How to Win at Social Selling. A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CSO and CMO at Pipeliner CRM.
Pipeliner CRM empowers salespeople to know who to approach and what to say. Download a free trial now.