Comments on: How to Close a Sale: The Four Corners http://cpatrendlines.com/2010/07/29/how-to-close-a-sale-the-four-corners/ Actionable Intelligence for the Tax, Accounting and Finance Community from Bay Street Group LLC Wed, 23 May 2012 22:03:21 +0000 hourly 1 http://wordpress.org/?v=3.3.2 By: Jeri Quinn http://cpatrendlines.com/2010/07/29/how-to-close-a-sale-the-four-corners/comment-page-1/#comment-548911 Jeri Quinn Wed, 04 Aug 2010 20:46:44 +0000 http://cpatrendlines.com/?p=6317#comment-548911 I, too, am glad that CPA's are starting to get more comfortable with the word 'sales'. Let's call it what it is. Being stuck on 'business development' or 'rainmaking' just isolates CPA's from 100 years of sales literature, relevant experience from other industries, and from other kinds of business management theory and application because they feel that they are so 'unique.' That being said CPA's need to realize that the closing is near the end of the sales process. If the sales conversation has progressed well through all the other stages of the sales process, then the close is the easiest part because the client often closes himself. Being a master at the whole sequence and getting mini-closes along the way makes the process flow naturally toward a win-win solution. I, too, am glad that CPA’s are starting to get more comfortable with the word ‘sales’. Let’s call it what it is. Being stuck on ‘business development’ or ‘rainmaking’ just isolates CPA’s from 100 years of sales literature, relevant experience from other industries, and from other kinds of business management theory and application because they feel that they are so ‘unique.’

That being said CPA’s need to realize that the closing is near the end of the sales process. If the sales conversation has progressed well through all the other stages of the sales process, then the close is the easiest part because the client often closes himself. Being a master at the whole sequence and getting mini-closes along the way makes the process flow naturally toward a win-win solution.

]]> By: CPA Review http://cpatrendlines.com/2010/07/29/how-to-close-a-sale-the-four-corners/comment-page-1/#comment-548895 CPA Review Tue, 03 Aug 2010 12:51:00 +0000 http://cpatrendlines.com/?p=6317#comment-548895 I think every business professional should take psychology courses or at least read about it. There's so much you can tell from a persons mannerisms, the way they sit, move, talk, etc. Having this little bit of extra insight may give you an edge during a sale. I think every business professional should take psychology courses or at least read about it. There’s so much you can tell from a persons mannerisms, the way they sit, move, talk, etc. Having this little bit of extra insight may give you an edge during a sale.

]]> By: Tom Scanlon, CPA, CFP® http://cpatrendlines.com/2010/07/29/how-to-close-a-sale-the-four-corners/comment-page-1/#comment-548866 Tom Scanlon, CPA, CFP® Fri, 30 Jul 2010 00:48:53 +0000 http://cpatrendlines.com/?p=6317#comment-548866 Good Post Rick. The Reverse Close however, is definitely not for me. I don’t want to get prospect accustomed to saying “no”. I only want them to get used to saying “yes”. Regards, Thomas F. Scanlon, CPA, CFP® Good Post Rick.

The Reverse Close however, is definitely not for me. I don’t want to get prospect accustomed to saying “no”.

I only want them to get used to saying “yes”.

Regards,

Thomas F. Scanlon, CPA, CFP®

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