Comments on: The New Rules for Your Career http://cpatrendlines.com/2009/06/18/the-new-rules-for-your-career/ Actionable Intelligence for the Tax, Accounting and Finance Community from Bay Street Group LLC Wed, 08 Feb 2012 22:09:15 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Nancy Fox http://cpatrendlines.com/2009/06/18/the-new-rules-for-your-career/comment-page-1/#comment-545628 Nancy Fox Sun, 21 Jun 2009 17:18:11 +0000 http://cpatrendlines.com/2009/06/18/the-new-rules-for-your-career/#comment-545628 Leaders in many firms assume they have the ability to educate and transform the professionals in their firms, assisting them in developing these "soft" skills. Self esteem is often missing for these professionals, causing them to avoid the "uncomfortable" relationship-building activities with clients and prospective clients. Building self confidence is often at the center of the issue, and is rarely discussed or addressed. What is often needed is education in the "mental game of sales" so that professionals who wish to improve their business development and consultative skills can understand the motivations and behavior patterns of their clients and prospects (i.e. what are the factors that prompt a prospect to choose a particular accountant over another)and to learn to present greater confidence. To have self esteem, one must do esteemable acts. Nancy Fox Fox Coaching Associates Founder, HubSTREET.com Leaders in many firms assume they have the ability to educate and transform the professionals in their firms, assisting them in developing these “soft” skills. Self esteem is often missing for these professionals, causing them to avoid the “uncomfortable” relationship-building activities with clients and prospective clients. Building self confidence is often at the center of the issue, and is rarely discussed or addressed.

What is often needed is education in the “mental game of sales” so that professionals who wish to improve their business development and consultative skills can understand the motivations and behavior patterns of their clients and prospects (i.e. what are the factors that prompt a prospect to choose a particular accountant over another)and to learn to present greater confidence.

To have self esteem, one must do esteemable acts.

Nancy Fox
Fox Coaching Associates
Founder, HubSTREET.com

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