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Relationship Selling in The Local Economy

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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

  1. 1. Relationship  Selling  in  the  Local  Economy   Presented by Jeff Korhan June 24, 2011 speaker@jeffkorhan.com 630-774-8350
  2. 2. Relationship Selling1.  Attraction – Lead Generation2.  Engagement – The Sales Process3.  Persuasion – Conversion (Closing) ©Jeff Korhan and True Nature® 2010
  3. 3. The Relationship Economy 1.  Human-Centric Business 2.  Collaborative Markets 3.  Sustainable Communities ©Jeff Korhan and True Nature® 2010
  4. 4. Social Media1.  Personal2.  Accessible3.  Relevant ©Jeff Korhan and True Nature® 2010
  5. 5. Get Comfortable with Authenticity ©Jeff Korhan and True Nature® 2010
  6. 6. Blogging is Storytelling with a Purpose  Visibility  Reputation and Influence  Referrals ©Jeff Korhan and True Nature® 2010
  7. 7. Share Multi-Media Content ©Jeff Korhan and True Nature® 2010
  8. 8. Be a Community Resource ©Jeff Korhan and True Nature® 2010
  9. 9. 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
  10. 10. Communities are the New Markets ©Jeff Korhan and True Nature® 2010
  11. 11. Mobile is Hyperlocal • Google Places & Maps • Facebook Places • Google Profile ©Jeff Korhan and True Nature® 2010
  12. 12. BatchBook Social CRM ©Jeff Korhan and True Nature® 2010
  13. 13. The Sales Process – What is it? “The Vital Structure” ©Jeff Korhan and True Nature® 2010
  14. 14. 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
  15. 15. Developing Your Sales Process  SomeFactors to Consider  You!  Time  Market – How People Buy (or Should)  Competition  Getting Paid ©Jeff Korhan and True Nature® 2010
  16. 16. Developing Your Sales Process  Study Past Successes  Step by Step  What happens – why?  Test - Trim Unnecessary Steps ©Jeff Korhan and True Nature® 2010
  17. 17. Name Your Process1.  The….2.  Unique Name with Technological word (Method, System, Process, etc.)3.  TM ©Jeff Korhan and True Nature® 2010
  18. 18. Elements of The Intelligent Snow Process™ Steps1.  Communication and Discovery2.  Mobilization3.  Execution4.  Enhancement Image by Jeroen Kransen ©Jeff Korhan and True Nature® 2010
  19. 19. Elements of The Intelligent Snow Process™ Deliverables1.  Property Features Inventory2.  Property Use Analysis3.  Snow Response Plan ©Jeff Korhan and True Nature® 2010
  20. 20. Relationship SellingConversion Practices that Work! ©Jeff Korhan and True Nature® 2010
  21. 21. #1 - Talk Budgets Early and Often Are You A Salesperson or A Professional Visitor? ©Jeff Korhan and True Nature® 2010
  22. 22. #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
  23. 23. #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
  24. 24. #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
  25. 25. #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
  26. 26. #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
  27. 27. #7- Read Body Language Image by KaiChanVong ©Jeff Korhan and True Nature® 2010
  28. 28. #8 - Get Prospects to Take Action  Actionis Engagement  Predisposes for Future Actions  e.g. Schedule the next meeting Keep Everything Moving ©Jeff Korhan and True Nature® 2010
  29. 29. #9 - Say What Needs to Be Said “You look confused – did I forget something?” ©Jeff Korhan and True Nature® 2010
  30. 30. #10 - Divide and Conquer1.  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
  31. 31. #11 - Compromise on Terms Only  Ifyou 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
  32. 32. #12 - Share a Relevant Story ©Jeff Korhan and True Nature® 2010
  33. 33. #13 - Don’t Oversell – Close the Deal! What’s Next? (the most beautiful words in sales) ©Jeff Korhan and True Nature® 2010
  34. 34. #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
  35. 35. A Community of Communities ©Jeff Korhan and True Nature® 2010
  36. 36. speaker@jeffkorhan.com 630-774-8350©Jeff Korhan and True Nature® 2010

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