The document discusses changes in the sales approach needed for 2011 and beyond. Specifically, it recommends moving from the old way of selling based on being "good" to a new consultative approach focused on listening to clients and becoming their advocate in order to be "great". This new approach recognizes that each client values different components of a purchase and that consumers now shop at multiple locations, so a great first impression is critical.

1. 2011
AND BEYOND
S A N D R A L U T T C H E N S - VA N A L L E N , C K D
DIRECTOR, INSPIRED LEARNING, MASTERBRAND CABINETS
Inc.

2. The Market has Changed?
3
Has your Sales Approach?

3. Are we GOOD?
4
The OLD way of selling
the client

4. 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

5. Are we Good, or Are we Great?
6
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