Selling Like a Natural™

630-774-8350speaker@truenature.com

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SELLING LIKE A NATURAL™SELLING LIKE A NATURAL™

Presented by Jeff Korhan, CSPSpeaker, Marketer, Consultant

June 26, 2009

©Jeff Korhan and True Nature® 2009

Twitter hastag#SIMA2009

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Resource for YouI’m here for you! Feel free to contact me after this session.

Cell Phone: 630-774-8350E il k @Email: speaker@truenature.com

Jeff KorhanTrue Nature Inc ®

3559 Scottsdale Circle3559 Scottsdale CircleNaperville, IL 60564

©Jeff Korhan and True Nature® 2009#SIMA2009

P f All M k tiPurpose of All Marketing

Getting Your Phone to Ring Getting Your Phone to Ring So You Can Make a Sale!

©Jeff Korhan and True Nature® 2009#SIMA2009

N t l S ll Ch t i tiNatural Seller Characteristics

Confidence in:1 Your Company1. Your Company2. You3. Your Customer!

….and intimate with a Sales Processthat maintains this confidence

©Jeff Korhan and True Nature® 2009#SIMA2009

Your Companyp yYour Brand – Your Process

1. Who You Are 2. What You Do3. 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

YYour Natural Selling Process

YouYour Natural Selling Process

1 Who You Are 1. Who You Are 2. What You Do3 How You Do It3. How You Do It

Th “ ” h t b i ht f !The “song” has to be right for you!

©Jeff Korhan and True Nature® 2009#SIMA2009

Y CYour CustomerTop Quality is Expected Today!

Customers are Now Buying:Customers are Now Buying:1. A Relationship2. An Experience

They Buy You!They Buy You!

©Jeff Korhan and True Nature® 2009#SIMA2009

3 Questions You Have to Answer3 Questions You Have to Answerto Make any Sale

1. Why Your Solution (offer)?2. Why Your Company?3. Why Now?

©Jeff Korhan and True Nature® 2009#SIMA2009

S l P Wh t i it?Sales Process – What is it?

Reliable path to Quality SalesClearClearConsistentFlexibleFlexible

©Jeff Korhan and True Nature® 2009#SIMA2009

Y P ‘D li S t ’Your Process – ‘Delivery System’

Your Process Gives Your Customers Confidence

Two-Pronged System1. Visible Process – for your customers2 Behind the Scenes Process – for you2. Behind the Scenes Process for you

©Jeff Korhan and True Nature® 2009#SIMA2009

Wh P l BWhy People Buy

Enhance their Situation - (Pleasure)Solve a Problem - (Pain)Solve a Problem (Pain)

P l b h t th tPeople buy what they want,not necessarily what they need!

©Jeff Korhan and True Nature® 2009#SIMA2009

D l i Y S l PDeveloping Your Sales Process

Some Factors to ConsiderYou!You!TimeM k t H P l B ( Sh ld)Market – How People Buy (or Should)CompetitionGetting Paid

©Jeff Korhan and True Nature® 2009#SIMA2009

©Jeff Korhan and True Nature® 2009#SIMA2009

D l i Y S l PDeveloping Your Sales Process

Study Past SuccessesStep by Step Step by Step

What happens – why?Test - Trim Unnecessary Steps

©Jeff Korhan and True Nature® 2009#SIMA2009

N Y PName Your Process

1. The….2 Unique Name with Technological word2. Unique Name with Technological word

(Method, System, Process, etc.)3 TM3. TM

©Jeff Korhan and True Nature® 2009#SIMA2009

El t f I t lli t S P ™Elements of Intelligent Snow Process™

StSteps1. Communication and Discovery 2. Mobilization 3. Execution 4 Enhancement 4. Enhancement

©Jeff Korhan and True Nature® 2009#SIMA2009

Image by Jeroen Kransen

El t f I t lli t S P ™Elements of Intelligent Snow Process™

Deliverables1. Property Features Inventory 2 Property Use Analysis 2. Property Use Analysis 3. Snow Response Plan

©Jeff Korhan and True Nature® 2009#SIMA2009

15 Selling Principlesg pthat Work!

Questions So Far

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 1gy

Get Prospects to Take Action

Action is a CommitmentS h d l th N t StSchedule the Next Step

e.g. Close a meeting by scheduling the next

Keep Everything Movingp y g g

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 2gy

Talk Budgets Early and Often

Use Budget RangesIf you don’t know who does?If you don t know, who does?

Don’t Waste Your Time or Theirs

Are You A SalespersonAre You A Salespersonor A Professional Visitor?

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 3gy

Be LikeableAll things being equal, people do business with people they know and trust and like with people they know and trust and like…. unequal…. still do business with people they know and trust and likeknow and trust and like.

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 4gy

Tell Relevant Stories

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No 5Sales Strategy No. 5

Use Social Media to Build Community

©Jeff Korhan and True Nature® 2009#SIMA2009

B fit f S i l M diBenefits of Social Media

1. Research2. Reputation3. Referrals

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 6gy

Ask Future Based Questions

“What three things if I accomplished them for you What three things, if I accomplished them for you, would allow you to look back on this experience with a great deal of satisfaction?”with a great deal of satisfaction?

tell me more?….tell me more?

©Jeff Korhan and True Nature® 2009#SIMA2009

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 7gy

Survey Your Customers If you were looking for a company “like ours” ….

(this keeps it from being personal)(this keeps it from being personal)Optimize with Key Words

W b it bl d i l di itWebsite, blog, and social media sitesPrint materialsS l Sales process

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 8gy

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 the best time to do this?

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 9gy

People Buy What they Want - not Need

“Do they really need a vehicley yon their site 24/7?”

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 10gy

Give a Professional Opinion

Y ’ th E t!You’re the Expert!

“If I were Managing a Facility th t O t 3 Shift ”that Operates 3 Shifts….”

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 11gy

Make it Easy to BuyCreate a buying environment -- be prepared for anything!y g

Legal Requirement for a Sale1. “Consideration” – Check, Credit Card, etc.2. “Agreement” – Contract, Email, Voice Message

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 12gy

Read Body Language

Image by KaiChanVong

©Jeff Korhan and True Nature® 2009#SIMA2009

Image by KaiChanVong

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. 14gy

Never Stop Selling

My project is never done!

©Jeff Korhan and True Nature® 2009#SIMA2009

Sales Strategy No. 15

Social EntrepreneurshipBuilds Trust Networking Networking Perspective

©Jeff Korhan and True Nature® 2009#SIMA2009

Why Your Company?Why Your Company?

Ours: Ours: 1. Snow Response Plans2. No Subcontractors3. Proximity – within 15 milesy4. Multiple crews in area 24/75 Community Leader5. Community Leader6. Professionalism – SIMA, CSP

©Jeff Korhan and True Nature® 2009#SIMA2009

©Jeff Korhan and True Nature® 2009#SIMA2009

Jeff Korhan speaker@truenature.com

630 774 8350630-774-8350

©Jeff Korhan and True Nature® 2009#SIMA2009