S A N D R A L U T T C H E N S - V A N A L L E N , C K D D I R E C T O R , I N S P I R E D L E A R N I N G , M A S T E R B R A N D C A B I N E T S

I n c .

2011

A N D B E Y O N D

The  Market  has  Changed?  

Has your Sales Approach?

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Are  we  GOOD?  4  

The OLD way of selling

the client

Or,  Are  we  GREAT?  5  

The NEW way of selling

Consultative approach: listening to the client &

becoming their advocate

Each person places a different degree of importance on each component of the purchase Consumers are shopping 6-8 locations

A GREAT 1st impression is critical

 

Are  we  Good,  or  Are  we  Great?  

Clients what us to:

Know what they SEEK Be aware of Current Trends & Listen to

their preferences

KNOW who they are Listen & understand their lifestyle, rather

than simply qualify Allow them to SEE you

Connect-Let them know why you and your company are the right partner. Use this to create a significant emotional experience GREAT DESIGN

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