Selling Like a Natural™

630-774-8350 speaker@truenature.com Jeffkorhan.com J ffk h SELLING LIKE A NATURAL™ Presented by Jeff Korhan, CSP Speaker, Marketer, Consultant June 26, 2009 , Twitter hastag #SIMA2009 ©Jeff Korhan and True Nature® 2009

Resource for You I’m here for you! Feel free to contact me after this session. Cell Phone: 630-774-8350 Email: E il speaker@truenature.com k @ Jeff Korhan True Nature Inc ® 3559 Scottsdale Circle Naperville, IL 60564 ©Jeff Korhan and True Nature® 2009 #SIMA2009

Purpose of All M k ti P f Marketing Getting Your Phone to Ring So You Can Make a Sale! ©Jeff Korhan and True Nature® 2009 #SIMA2009

Natural S ll Ch N t l Seller Characteristics t i ti Confidence in: 1 Your Company 1. 2. You 3. Your Customer! ….and intimate with a Sales Process that maintains this confidence ©Jeff Korhan and True Nature® 2009 #SIMA2009

Your Company p y Your Brand – Your Process 1. Who You Are 2. What You Do 3. How You Do It "Your Company’s Brand is What You are Known For – It’s Your Promise" ©Jeff Korhan and True Nature® 2009 #SIMA2009

Industry Transformers ©Jeff Korhan and True Nature® 2009 #SIMA2009

You Y Your Natural Selling Process 1. 1 Who You Are 2. What You Do 3. 3 How You Do It The “song” has to be right f you! Th “ ” h t b i ht for ! ©Jeff Korhan and True Nature® 2009 #SIMA2009

Your C Y Customer Top Quality is Expected Today! Customers are Now Buying: 1. A Relationship 2. An Experience They Buy You! ©Jeff Korhan and True Nature® 2009 #SIMA2009

3 Questions You Have to Answer to Make any Sale 1. Why Your Solution (offer)? 2. Why Your Company? 3. Why Now? ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales P S l Process – Wh t iis it? What Reliable path to Quality Sales Clear Consistent Flexible ©Jeff Korhan and True Nature® 2009 #SIMA2009

Your P Y Process – ‘D li ‘Delivery S t ’ System’ Your Process Gives Your Customers Confidence Two-Pronged System 1. Visible Process – for your customers 2 Behind the Scenes Process – for you 2. ©Jeff Korhan and True Nature® 2009 #SIMA2009

Why P l Buy Wh People B Enhance their Situation - (Pleasure) Solve a Problem - (Pain) People buy h t they P l b what th want, t not necessarily what they need! ©Jeff Korhan and True Nature® 2009 #SIMA2009

Developing Y Sales P D l i Your S l Process Some Factors to Consider You! Time Market How P l B (or Sh ld) M k t – H People Buy ( Should) Competition Getting Paid ©Jeff Korhan and True Nature® 2009 #SIMA2009

©Jeff Korhan and True Nature® 2009 #SIMA2009

Developing Y Sales P D l i Your S l Process Study Past Successes Step by Step What happens – why? Test - Trim Unnecessary Steps ©Jeff Korhan and True Nature® 2009 #SIMA2009

Name Your Process N Y P 1. The…. 2. 2 Unique Name with Technological word (Method, System, Process, etc.) 3. 3 TM ©Jeff Korhan and True Nature® 2009 #SIMA2009

Elements of I t lli t S El t f Intelligent Snow P Process™ ™ Steps St 1. Communication and Discovery 2. Mobilization 3. Execution 4. 4 Enhancement Image by Jeroen Kransen ©Jeff Korhan and True Nature® 2009 #SIMA2009

Elements of I t lli t S El t f Intelligent Snow P Process™ ™ Deliverables 1. Property Features Inventory 2. 2 Property Use Analysis 3. Snow Response Plan ©Jeff Korhan and True Nature® 2009 #SIMA2009

15 Selling Principles g p that Work! Questions So Far ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 1 gy Get Prospects to Take Action Action is a Commitment Schedule th Next St S h d l the N t Step e.g. Close a meeting by scheduling the next Keep Everything Moving p y g g ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 2 gy Talk Budgets Early and Often Use Budget Ranges If you don t know, who does? don’t know Don’t Waste Your Time or Theirs Are You A Salesperson or A Professional Visitor? ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 3 gy Be Likeable All things being equal, people do business with people they know and trust and like like…. unequal…. still do business with people they know and trust and like like. ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 4 gy Tell Relevant Stories ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No 5 No. Use Social Media to Build Community ©Jeff Korhan and True Nature® 2009 #SIMA2009

Benefits f S i Media B fit of Sociall M di 1. Research 2. Reputation 3. Referrals ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 6 gy Ask Future Based Questions “What three things, if I accomplished them for you, What things you would allow you to look back on this experience with a great deal of satisfaction?” satisfaction? ….tell me more? tell ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 7 gy Survey Your Customers If you were looking for a company “like ours” …. (this keeps it from being personal) Optimize with Key Words Website, blog, d W b it bl and sociall media sites i di it Print materials Sales S l process ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 8 gy Give Reasons to Do it Now They want you to! “Isn’t it too soon to be thinking about snow?” “When’s the best time to do this?” When s ? ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 9 gy People Buy What they Want - not Need “Do they really need a vehicle y y on their site 24/7?” ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 10 gy Give a Professional Opinion You’re the Expert! Y ’ th E t! “If I were Managing a Facility that Operates 3 Shift ” th t O t Shifts….” ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 11 gy Make it Easy to Buy Create a buying environment -- be prepared for anything! y g Legal Requirement for a Sale 1. “Consideration” – Check, Credit Card, etc. 2. “Agreement” – Contract, Email, Voice Message ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 13 Don’t Oversell – Close the Deal! What’s Next? (trigger words) ©Jeff Korhan and True Nature® 2009 #SIMA2009

Sales Strategy No. 15 Social Entrepreneurship Builds Trust Networking Perspective ©Jeff Korhan and True Nature® 2009 #SIMA2009

Why Your Company? Ours: 1. Snow Response Plans 2. No Subcontractors 3. Proximity – within 15 miles y 4. Multiple crews in area 24/7 5. 5 Community Leader 6. Professionalism – SIMA, CSP ©Jeff Korhan and True Nature® 2009 #SIMA2009

Selling Like a Natural™

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