How to Close a Sale: The Four Corners

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 →

What Kind of Leader Do You Think You Are?

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 →