Getting Buy-In

Businesspeople joining their hands in the sign of unity8 questions to consider.

By Rob Nixon

One of the most common questions in relation to team members is getting them to buy in to your new ideas. Having your team right behind you as you conquer the world!

MORE ON STRATEGY: Is Your Business Culture Growing or Dying? | 5 Steps to Building a High-Performing Team | How to Be a Guru in Sales | Are Your Prices Too Low? | Never Charge by a Time Unit | Put Your Own Oxygen Mask On First | Define Client Wants Vs. Needs | Mindset Is Everything | The Entrepreneurial Accountant: An Oxymoron?
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Team buy-in is all about change management. The more aligned you are as a business, the faster and easier you will be able reach your goals.
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Is Your Business Culture Growing or Dying?

Smiling businesswoman offering a handshakeCase study: 14 core performance standards and six core values.

By Rob Nixon

What is a culture?

Think back to your high school science days. A culture is a growth. It’s a living organism.

MORE ON STRATEGY: 5 Steps to Building a High-Performing Team | ‘Great Questions’ of a Sales Meeting | How to Be a Guru in Sales | Are Your Prices Too Low? | Never Charge by a Time Unit | Put Your Own Oxygen Mask On First | Wants Vs. Needs
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Just like a business culture. If your culture is not a growing-based culture then it is a dying culture.
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5 Steps to Building a High-Performing Team

Two partners celebrating business success outside9 things successful teams in sports and business have in common.

By Rob Nixon

When it comes to sporting success what is better, a team of champions or a championship team?

MORE ON STRATEGY: ‘Great Questions’ of a Sales Meeting | 12 Steps of a Successful Sales Meeting | The 10 Keys to Selling Accounting Services | 6 Steps of Moving to Value Pricing | Feel Good About Yourself | How to Build Enduring Relationships | They Should All Be ‘A Class’ Clients
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You know the answer. A championship team will beat a team of champions every single time. The sporting arena is littered with successes in which a team that works well together outperforms the team that has the superstars and big names.
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‘Great Questions’ of a Sales Meeting

IllustrationPlus tips on objections and presenting.

By Rob Nixon

Being a sales success is not about telling. It’s about asking open-ended questions and listening. Really listening.

MORE ON STRATEGY: 12 Steps of a Successful Sales Meeting | How to Turn Prospects Into Clients | 11 Ways to Move to Value Pricing | Get Rid of All Your Rates | You Can’t Lavish Time Unless You Have Time to Lavish | Changing Accountants: 2 True Tales | Your Clients on Your Terms
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My model of "great questions" shown here is about asking questions in a sequence. After years of testing, the sequence must be followed to the letter. You will see it follows my 12-step approach to the successful meeting.
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12 Steps of a Successful Sales Meeting

Here's a role-playing exercise that can reap real results.

By Rob Nixon

If you went to a sales training course a few decades ago you would have been educated that "selling is telling." That might have been the case when product quality was the key differentiator and to sell your product.

MORE ON STRATEGY: How to Turn Prospects Into Clients | How to Be a Guru in Sales | Are Your Prices Too Low? | Never Charge by a Time Unit | Put Your Own Oxygen Mask On First | Define Client Wants Vs. Needs | Mindset Is Everything | The Entrepreneurial Accountant: An Oxymoron? | Growth Is All About the Clients | Change Is On the Horizon
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You would follow the old formula of F.A.B. – features, advantages and benefits. You were taught to talk about the features of your product, talk about the advantages of the product and then finally (after more talking) you would tell the client the benefits of the product.
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How to Turn Prospects Into Clients

Two businessmen talking at officeDon't be afraid to give them a "taster."

By Rob Nixon

Want more clients? Just doing more meetings is a good start. Once you have people actually meeting prospects and clients, you will go a long way to making sales.

MORE ON STRATEGY: How to Be a Guru in Sales | The 10 Keys to Selling Accounting Services | 6 Steps of Moving to Value Pricing | Feel Good About Yourself | How to Build Enduring Relationships | They Should All Be ‘A Class’ Clients | Accountants Are the Last Trusted Advisors | How to Structure Your Firm for Success
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

As you monitor the conversion rate of each person (prospect to sale ratio), the number of meetings it takes to make a sale and the average sale value, then you need to work on improving each area. You are looking for a higher conversion rate and fewer meetings per sale at a higher average transaction value per sale.
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How to Be a Guru in Sales

Cheerful businesman jumping with dollar banknotes around him on backgroundProspects want to know what they'll get, not how you'll do it.

By Rob Nixon

Accountants can be really good at sales – with "gurulike" status.

MORE ON STRATEGY: The 10 Keys to Selling Accounting Services | 11 Ways to Move to Value Pricing | Get Rid of All Your Rates | You Can’t Lavish Time Unless You Have Time to Lavish | Changing Accountants: 2 True Tales | Your Clients on Your Terms | How Much Should Partners Make?
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

If you have the inclination, being successful at sales is a skill that you can learn. It involves scripts, dialogues, practice, asking questions and following a sales process.
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