It’s Not Sales. It’s Your Duty

How to suggest additional services to clients and why you’re doing them a disservice if you don’t. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I always feel awkward telling clients they need additional services that I should perform … Continued

Selling on Value vs. Fees

What’s the difference? Compliance sells on fee; advisory sells on value. By Martin Bissett Understanding Selling I’ve been asking you to believe in yourself, to get your potential clients to open up to you and to demonstrate to them the outcomes … Continued

‘Selling’ Isn’t a Dirty Word

Don’t like selling? Call it something else. By Martin Bissett Winning Your First Client Being a successful person according to your own measurement of that, and your own goals and your own standards, is different for everyone. If you’re comfortable … Continued

In Sales, Perception Is Reality

You have to believe in yourself. By Martin Bissett Winning Your First Client “No man has the ability to step outside of the shadow of his own character.” — Robespierre As far as our potential clients are concerned, how they … Continued