Understanding this is part of mastering the art of sales.
By August J. Aquila
Price It Right: How to Value Accounting Services
No matter how good your marketing tools are, there is one tool that needs to be especially sharp, and that is your salesmanship. All the marketing tools we mentioned previously will be of little value if you don’t know how to “ask for the business.”
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You need to understand the selling and buying cycles. They are critical for your success.
While there are many ways to make a sale, I prefer the Consultative Partnership Approach (CPA) to selling accounting and consulting services. This approach is based on three key principles:
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