1) This document discusses consultative selling in the current economic climate, noting that customers are reluctant to buy despite having money, and need certainty of success. 2) It emphasizes the importance of thinking about how to make customers successful at all times, and provides suggestions for consultative selling such as understanding the client's business strategy, having a clear understanding of the key client need, using influence strategies to build relationships with key players, demonstrating business value and proof points, and taking risks to keep the sales process fresh. 3) Success requires proving expertise and value to the client throughout the entire process, from program development to procurement.

1. Presentation Inspiration KineticFuture: Leadership Communications Coaching 5194300-407670<br />Consultative Selling In The New Economy<br />In this shaken and stirred new economy you need to a fresh approach to consultative selling. In case you hadn’t noticed the world has changed. At present many customers are reluctant to buy. Many have the money but are reluctant to part with it. Some are afraid. Some are confused. All of them need the certainty of success. <br />The essence of success is simple. You will win if you think, dream and breathe how to make customers successful 24/7. Check you really live by this mantra. <br />Try making one of these changes that will help you be more successful in consultative selling right now. <br />Brain Food – Help your team to understand the client’s business strategy and how your expertise works to make an impact on business goals so they believe in what you do. Make sure they know the proof points & the success stories so they can reassure the client and build a better plan? <br />One Key Need – Do the team have a clear view of the one most important need of that client? To get there, they’ll need more sophisticated questions and a sales conversation plan. Just turning up to take the brief and a few ‘what does success look like?’ questions is not enough. <br />Influence Strategy – identifying, building relationships and influencing the key players ahead of key meetings is not something you can skimp on. Do the pre sell. Use your network. Stop the excuses. <br />Business Value – please tell your client how your strategy and terrific creative will help their business goals. It’s a no brainer but I bet your team don’t do it. <br />Prove It – Clients must see excellent relevant proof points. Demonstrate you are at the cutting edge of new thinking. Bring to life your contacts, expertise, networks and power plays. <br />Procurement is part of winning - you have to build in the procurement process from day one in programme development. That means understanding what they want and learning to present the budget in a compelling positive way. <br />Take Risks – You need to mix it up, do something different, keep it fresh and above all have a strong consistent sales process to ensure excellence. <br />