They don’t teach sales in accounting school.
But every practicing accountant should know the four basic closing techniques.
You’re probably doing some or all of them already. But it’s handy to keep them in mind, nevertheless. They are the basic approaches that make up the four corners of the close.
1. Straightforward Close — The most direct closing method is to simply ask if the prospect is ready to make a decision and, if they are, how they feel about awarding the business to your firm. This method can make some people, especially those new to selling, uncomfortable. But the prospect may be expecting it. READ MORE →
Hint: You’re probably wrong.
A new study of CPA firm personnel finds “a significant disconnect” between the way leaders view themselves and the way their subordinates see them.
According to Regent University’s Jamie Early and John B. Davenport, leadership behaviors generally fall into these three categories: READ MORE →
An astounding 85 percent of growth leaders entering into a recession will emerge weaker, according to new research.
Only 9% come out stronger.
What do business do wrong?
- Firms that cut costs faster and deeper than rivals had the lowest probability — 21% — of pulling ahead of the competition post-recession.
- Businesses that invested aggressively more than competitors had only a 26% chance of becoming leaders after the downturn.
What works? A careful READ MORE →
Test your firm’s business savvy.
Accountants know that winning additional work from current clients is a whole lot easier than finding brand new clients. But too many firms fail to seize the opportunities.
Why? Simple: READ MORE →
Contrary to most predictions, the recession has not decreased valuations for accounting firms.
But sellers must be willing to agree to retention adjustments and smaller up-front payments, according to Joel Sinkin and Terrence Putney at Accounting Transition Advisors.
In addition, READ MORE →
Turning to Skype and WebEx.
Home-based businesses are increasingly turning to the web for resources and revenues, embracing social media, product-focused forum sites, blogs and VoIP.
READ MORE →
