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This program was presented at the 14th Annual Snow and Ice Symposium - The Four Greatest Days of Snow, on June 24th, in Schaumburg, IL for members and guests of the Snow and Ice Management Association.
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Relationship Selling in the Local Economy
Presented by Jeff Korhan June 24, 2011
speaker@jeffkorhan.com 630-774-8350
©Jeff Korhan and True Nature® 2010
Relationship Selling
1. Attraction – Lead Generation
2. Engagement – The Sales Process
3. Persuasion – Conversion (Closing)
©Jeff Korhan and True Nature® 2010
The Relationship Economy
1. Human-Centric Business
2. Collaborative Markets
3. Sustainable Communities
©Jeff Korhan and True Nature® 2010
Social Media
1. Personal 2. Accessible 3. Relevant
©Jeff Korhan and True Nature® 2010
Get Comfortable with Authenticity
©Jeff Korhan and True Nature® 2010
Blogging is Storytelling with a Purpose Visibility Reputation and Influence Referrals
©Jeff Korhan and True Nature® 2010
Share Multi-Media Content
©Jeff Korhan and True Nature® 2010
Be a Community Resource
©Jeff Korhan and True Nature® 2010
Why People Buy - (or do anything)
1. To Be Happy – Make their life easier or better (emotional)
2. To Be Successful – Solve problems (rational or logical)
©Jeff Korhan and True Nature® 2010
Communities are the New Markets
©Jeff Korhan and True Nature® 2010
Mobile is Hyperlocal
• Google Places & Maps • Facebook Places • Google Profile
©Jeff Korhan and True Nature® 2010
BatchBook Social CRM
©Jeff Korhan and True Nature® 2010
The Sales Process – What is it?
“The Vital Structure”
©Jeff Korhan and True Nature® 2010
Your Process – ‘Delivery System’
Two-Pronged System 1. Visible Process – for your customers 2. Behind the Scenes Process – for you
©Jeff Korhan and True Nature® 2010
Developing Your Sales Process
Some Factors to Consider You! Time Market – How People Buy (or Should) Competition Getting Paid
©Jeff Korhan and True Nature® 2010
Developing Your Sales Process
Study Past Successes Step by Step
What happens – why? Test - Trim Unnecessary Steps
©Jeff Korhan and True Nature® 2010
Name Your Process 1. The…. 2. Unique Name with Technological word
(Method, System, Process, etc.) 3. TM
©Jeff Korhan and True Nature® 2010
Elements of The Intelligent Snow Process™
Steps 1. Communication and Discovery 2. Mobilization 3. Execution 4. Enhancement
Image by Jeroen Kransen
©Jeff Korhan and True Nature® 2010
Elements of The Intelligent Snow Process™
Deliverables 1. Property Features Inventory 2. Property Use Analysis 3. Snow Response Plan
©Jeff Korhan and True Nature® 2010
Relationship Selling Conversion Practices
that Work!
©Jeff Korhan and True Nature® 2010
#1 - Talk Budgets Early and Often
Are You A Salesperson or A Professional Visitor?
©Jeff Korhan and True Nature® 2010
#2 - Make it Easy to Buy
… and be prepared for anything!
1. Consideration – Check, Credit Card, etc 2. Agreement – Email, Check, VM, etc.
©Jeff Korhan and True Nature® 2010
#3 - People Buy What they Want – Not What They Need
Is it really necessary to have a vehicle on-site 24/7?
©Jeff Korhan and True Nature® 2010
#4 - Give Reasons to Do it Now
They want you to! “Isn’t it too early to be talking about snow?”
“What’s the best time to do this?”
©Jeff Korhan and True Nature® 2010
#5 - Ask Future Based Questions
“What three things, if I accomplished them for you, would allow you to look back on this experience with a great deal of satisfaction?”
©Jeff Korhan and True Nature® 2010
#6 - Give a Professional Opinion
You’re the Expert!
“If I were managing a facility that operated with three shifts …”
©Jeff Korhan and True Nature® 2010
#7- Read Body Language
Image by KaiChanVong
©Jeff Korhan and True Nature® 2010
#8 - Get Prospects to Take Action
Action is Engagement Predisposes for Future Actions
e.g. Schedule the next meeting
Keep Everything Moving
©Jeff Korhan and True Nature® 2010
#9 - Say What Needs to Be Said
“You look confused – did I forget something?”
©Jeff Korhan and True Nature® 2010
#10 - Divide and Conquer
1. Make a Deal – Contract for what you agree on now.
2. Finalize incidentals later and make them … … an addendum to the contract
©Jeff Korhan and True Nature® 2010
#11 - Compromise on Terms Only
If you compromise on price once – you will be expected to do it again.
Compromise on price for a reason – such as closing the deal.
©Jeff Korhan and True Nature® 2010
#12 - Share a Relevant Story
©Jeff Korhan and True Nature® 2010
#13 - Don’t Oversell – Close the Deal!
What’s Next? (the most beautiful words in sales)
©Jeff Korhan and True Nature® 2010
#14 - Never Stop Selling
A sale is a one-transaction – with higher costs
Collaborative relationships build sustainable businesses – with higher margins
©Jeff Korhan and True Nature® 2010
A Community of Communities
©Jeff Korhan and True Nature® 2010
speaker@jeffkorhan.com 630-774-8350
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