Finance Directors and business owners are invited to attend MHA’s upcoming FD Update Webinar on 18th September 2025, from 8:30AM, providing 3 hours of verifiable CPD. This free event is designed to keep your technical knowledge up to date to help you comply with the ever-changing regulatory environment in the worlds of Financial Reporting and Tax.

The old "hard sell" is out. Today's customers want solutions, not just products. This is where a consultative approach makes all the difference. It's about being a trusted advisor, a true partner in their success. When you help solve their problems, you build lasting relationships, not just one-off transactions. The CREATE Process: A Framework for Consultative Selling Ready to transform your sales and become a problem-solver? Here's a six-step framework and process, which we call the CREATE process, to help you on your way. 1. Connecting: Build Real Rapport First, connect. This initial impression is crucial for building rapport and trust. Adapt Your Style: Gauge your customer's preferred communication style—are they direct, detail-oriented, or relationship-focused? Adjust your approach accordingly. Be Genuinely Curious: Ask questions that show a real interest in them. Find common ground. A true connection opens doors. First Impressions Matter: Be punctual, prepared, and positive. Your enthusiasm sets the tone. 2. Researching: Ask, Listen, Understand You can't solve a problem you don't fully understand. Ask strategic questions and truly listen. Ask Probing Questions: Move beyond surface queries. Ask about challenges, goals, and frustrations. "What challenges keeps you up at night?" or "What would your ideal solution look like?" Active Listening is Key: Focus intently on what they say, and what they don't say. These cues are vital. Paraphrase and Clarify: Summarize what you've heard: "So, if I'm understanding you correctly, your main pain point is... Is that right?" This confirms understanding and demonstrates you've been listening. 3. Exhibiting: Communicate Your Value Communicate a value proposition and solution based on their specific needs. Remember: you want to help them, you can help them, and you will help them, but it must be based on "their world." Problem-Centric Focus: Explain how your solution alleviates their pain and helps them achieve their goals. Use their language. Highlight Benefits: Instead of focusing on features, explain what the benefit does for them. Customize Your Proposal: Show how your solution is tailored. Generic pitches fail. Demonstrate you've listened to them. 4. Approving: Overcome Objections and Secure Commitment Guide them toward a decision. Understand the buyer's profile and view objections as requests for more information. Align with Their Style: Some buyers need data, others need social proof, others a guarantee. Adapt your approach to help secure a commitment. Seek Commitment, Not Just the Sale: Propose clear next steps. "Based on our discussion, shall we schedule a review with your team next week?" Embrace Objections: Don't get defensive. See it as a question: "That's a fair point. Could you tell me more about your concern...?" Then, address it directly. 5. Tending: Cultivate Long-Term Relationships This step is about cultivating a long-term, sustainable relationship. Ongoing Value: Continue providing value. Share relevant articles, market insights, or connect them with others in your network. Strategic Tools: Use CRMs to track interactions and proactively follow up. Regular Check-ins: Don't just surface for problems or new pitches. Schedule regular check-ins to understand evolving needs. 6. Extending: Leverage for New Opportunities The final step: leverage relationships to identify new business opportunities. Satisfied customers are your best advocates. Referrals Are Key: When you've genuinely solved problems, clients will refer you. Make it easy. "Who else might benefit from a solution like this?" Networking Through Success: Clients open doors. Ask for introductions or permission to use their success story. Become Part of Their Network: The deeper you're embedded in their success, the more likely you are for future projects or new departments. Master the Art of Consultative Selling By embracing these six steps, you're not just selling; you're building trust, communicating real value, and creating a sustainable foundation for business growth. Our sales training workshops are tailored to meet the specific needs of each client, ensuring you and your team gain the skills necessary to master this powerful approach. We're here to help you move from pitching to problem-solving. Are you ready to start solving?

Accountants, business and wealth advisers Kreston Reeves has today announced the election of a new Managing Partner.

West Sussex County Council has launched Skills Bootcamps, an exciting new initiative designed to help people gain the skills local employers are looking for.

When resources are stretched, relationships matter more than ever. This interactive session explores how to build operational resilience through smart prioritisation, collaboration, and trust — even when budgets are tight.

This year marks ten years since I founded Starford People & Legal with a simple belief - that legal and HR advice could be delivered differently: practical, affordable, and deeply human. A decade later, our team has grown, the workplace landscape has shifted beyond recognition, and we’ve had the privilege of standing alongside clients through both their proudest moments and their most challenging times. Running a business teaches you quickly what really matters. Over the past ten years, I have learned lessons that have shaped not only how we work with clients, but how we’ve built Starford itself. Here are the ten lessons that stand out most and I hope will resonate with any business leader, HR professional, or employer. - Julie Jones, Founder & Employment Law Partner, Starford People & Legal

The charity for East Surrey Hospital, which serves people across much of the Gatwick Diamond has unveiled its new name, a new look, and launched a major appeal to transform the local childrens ward. The charity has also launched a dedicated Cancer Fund, to enhance diagnosis, treatment, and support for people with cancer right here in the Gatwick Diamond.

“Hot-seat" Executive group coaching for CEOs, Directors and business owners/founders. A two- hour session for an intimate group of executives to have an opportunity to get in the hot seat and experience powerful coaching in the moment, on a live business topic or challenge.

For challenger brands and scale-ups, growth often brings a new set of marketing challenges. Early wins through hustle and experimentation are no longer enough. As the business scales, so too does the need for strategic clarity, consistency, and leadership. But hiring a full-time Marketing Director or CMO can feel like a stretch, both financially and operationally.

Property consultancy Vail Williams has made four strategic promotions in its Gatwick region as business demand continues to grow.

Zelie Byrne has joined South East accountancy firm Carpenter Box as a Tax Associate Director at the firm’s fast-growing Brighton office.

???? Ready to Harness the Power of AI? Join our hands-on Artificial Intelligence (AI) Training Programme in the heart of Brighton and gain the future-ready skills you need to thrive in a rapidly evolving digital world.

Have you ever thought of having someone to professionally represent your business at a wide range of networking events every month? Well, the good news is that Fusion now has some extra capacity to help you.

The Data-Intensive Science Centre at the University of Sussex (DISCUS) is pleased to invite Gatwick Diamond Business members to our upcoming networking event, Meet STEM Talent 2025.

Accountants, business and wealth advisers Kreston Reeves announce the promotion of two new partners effective from 1 June 2025.

Property consultancy Vail Williams LLP has announced a change in leadership with Managing Partner, Matthew Samuel-Camps, stepping down after a decade at the helm.

An exclusive golfing experience awaits you.

West Sussex County Council, alongside East Sussex County Council and Brighton & Hove City Council, are working on the Get Sussex Working Plan - a key initiative under the UK Government’s Get Britain Working programme.

The defender, who played over 100 games for the club across two spells, becomes a permanent fixture in the charity’s Programme Delivery team and will work to enhance its mission of supporting, empowering and raising the aspirations of young people across Sussex.

DENBIES WINE ESTATE Ltd HAS ACHIEVED A KING’S AWARD FOR ENTERPRISE