Savvy customers today know within minutes if your company is capable of meeting their needs. They intuitively look for signals that your company has a process that will deliver what they want. This program shows how to develop, test, and refine your sales process, and how to be relevant today in a Web 2.0 economy where social media is changing customer expectations and making traditional selling practices obsolete.

1. 630-774-8350 Jeff Korhan, CSP
speaker@truenature.com True Nature Inc®
Jeffkorhan.com
Naperville, IL
SELLING LIKE A
NATURAL™
Snow and Ice Management Association
2009 Symposium
June 25, 2009
Twitter hastag
#SIMA2009 ©Jeff Korhan and True Nature® 2009

2. 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

3. 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

4. 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

5. 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

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

7. 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

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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

14. ©Jeff Korhan and True Nature® 2009
#SIMA2009

15. 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

16. 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

17. 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

18. 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

19. 15 Selling Principles
g p
that Work!
Questions So Far
©Jeff Korhan and True Nature® 2009
#SIMA2009

20. 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

21. 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

22. 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

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

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

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

26. 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

27. ©Jeff Korhan and True Nature® 2009
#SIMA2009

28. 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

29. 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

30. 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

31. 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

32. 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

33. Sales Strategy No. 12
gy
Read Body Language
Image by KaiChanVong
©Jeff Korhan and True Nature® 2009
#SIMA2009

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

35. Sales Strategy No. 14
gy
Never Stop Selling
My project is never done!
©Jeff Korhan and True Nature® 2009
#SIMA2009

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

37. 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

38. ©Jeff Korhan and True Nature® 2009
#SIMA2009

39. Jeff Korhan
speaker@truenature.com
630-774-8350
630 774 8350
Come to My Next Session:
Successful People are Happy!
Learn How to Build a Environment for Success
©Jeff Korhan and True Nature® 2009
#SIMA2009