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. Relationship Selling in the Local Economy Presented by Jeff Korhan June 24, 2011 speaker@jeffkorhan.com 630-774-8350
- 2. Relationship Selling 1. Attraction – Lead Generation 2. Engagement – The Sales Process 3. Persuasion – Conversion (Closing) ©Jeff Korhan and True Nature® 2010
- 3. The Relationship Economy 1. Human-Centric Business 2. Collaborative Markets 3. Sustainable Communities ©Jeff Korhan and True Nature® 2010
- 4. Social Media 1. Personal 2. Accessible 3. Relevant ©Jeff Korhan and True Nature® 2010
- 5. Get Comfortable with Authenticity ©Jeff Korhan and True Nature® 2010
- 6. Blogging is Storytelling with a Purpose Visibility Reputation and Influence Referrals ©Jeff Korhan and True Nature® 2010
- 7. Share Multi-Media Content ©Jeff Korhan and True Nature® 2010
- 8. Be a Community Resource ©Jeff Korhan and True Nature® 2010
- 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. Communities are the New Markets ©Jeff Korhan and True Nature® 2010
- 11. Mobile is Hyperlocal • Google Places & Maps • Facebook Places • Google Profile ©Jeff Korhan and True Nature® 2010
- 12. BatchBook Social CRM ©Jeff Korhan and True Nature® 2010
- 13. The Sales Process – What is it? “The Vital Structure” ©Jeff Korhan and True Nature® 2010
- 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. 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. Developing Your Sales Process Study Past Successes Step by Step What happens – why? Test - Trim Unnecessary Steps ©Jeff Korhan and True Nature® 2010
- 17. Name Your Process 1. The…. 2. Unique Name with Technological word (Method, System, Process, etc.) 3. TM ©Jeff Korhan and True Nature® 2010
- 18. 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
- 19. 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
- 20. Relationship Selling Conversion Practices that Work! ©Jeff Korhan and True Nature® 2010
- 21. #1 - Talk Budgets Early and Often Are You A Salesperson or A Professional Visitor? ©Jeff Korhan and True Nature® 2010
- 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. #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. #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. #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. #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. #7- Read Body Language Image by KaiChanVong ©Jeff Korhan and True Nature® 2010
- 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. #9 - Say What Needs to Be Said “You look confused – did I forget something?” ©Jeff Korhan and True Nature® 2010
- 30. #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
- 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. #12 - Share a Relevant Story ©Jeff Korhan and True Nature® 2010
- 33. #13 - Don’t Oversell – Close the Deal! What’s Next? (the most beautiful words in sales) ©Jeff Korhan and True Nature® 2010
- 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. A Community of Communities ©Jeff Korhan and True Nature® 2010
- 36. speaker@jeffkorhan.com 630-774-8350 ©Jeff Korhan and True Nature® 2010