Relationship Selling in The Local Economy

Relationship Selling in the Local Economy

Presented by Jeff Korhan June 24, 2011

[email protected] 630-774-8350

©Jeff Korhan and True Nature® 2010

Relationship Selling

1. Attraction – Lead Generation

2. Engagement – The Sales Process

3. Persuasion – Conversion (Closing)


The Relationship Economy

1. Human-Centric Business

2. Collaborative Markets

3. Sustainable Communities


Social Media

1.  Personal 2.  Accessible 3.  Relevant


Get Comfortable with Authenticity


Blogging is Storytelling with a Purpose  Visibility  Reputation and Influence  Referrals


Share Multi-Media Content


Be a Community Resource


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)


Communities are the New Markets


Mobile is Hyperlocal

• Google Places & Maps • Facebook Places • Google Profile


BatchBook Social CRM


The Sales Process – What is it?

“The Vital Structure”


Your Process – ‘Delivery System’

Two-Pronged System 1.  Visible Process – for your customers 2.  Behind the Scenes Process – for you


Developing Your Sales Process

  Some Factors to Consider  You!  Time  Market – How People Buy (or Should)  Competition  Getting Paid


Developing Your Sales Process

 Study Past Successes  Step by Step

 What happens – why?  Test - Trim Unnecessary Steps


Name Your Process 1.  The…. 2.  Unique Name with Technological word

(Method, System, Process, etc.) 3.  TM


Elements of The Intelligent Snow Process™

Steps 1.  Communication and Discovery 2.  Mobilization 3.  Execution 4.  Enhancement

Image by Jeroen Kransen


Elements of The Intelligent Snow Process™

Deliverables 1.  Property Features Inventory 2.  Property Use Analysis 3.  Snow Response Plan


Relationship Selling Conversion Practices

that Work!


#1 - Talk Budgets Early and Often

Are You A Salesperson or A Professional Visitor?


#2 - Make it Easy to Buy

… and be prepared for anything!

1.  Consideration – Check, Credit Card, etc 2.  Agreement – Email, Check, VM, etc.


#3 - People Buy What they Want – Not What They Need

Is it really necessary to have a vehicle on-site 24/7?


#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?”


#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?”


#6 - Give a Professional Opinion

You’re the Expert!

“If I were managing a facility that operated with three shifts …”


#7- Read Body Language

Image by KaiChanVong


#8 - Get Prospects to Take Action

  Action is Engagement   Predisposes for Future Actions

 e.g. Schedule the next meeting

Keep Everything Moving


#9 - Say What Needs to Be Said

“You look confused – did I forget something?”


#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


#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.


#12 - Share a Relevant Story


#13 - Don’t Oversell – Close the Deal!

What’s Next? (the most beautiful words in sales)


#14 - Never Stop Selling

 A sale is a one-transaction – with higher costs

 Collaborative relationships build sustainable businesses – with higher margins


A Community of Communities


[email protected] 630-774-8350