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Principles of Professional Selling For Accountants – November 2014
Is your team struggling to get clients to agree to additional services? Are they constantly fielding objections such as ‘I’m just too busy’ or ‘I can’t afford this’?’ Or are you simply looking for ways to improve conversion from prospects to new business.
Progressive accountants recognise that selling is not just about telling prospects and clients about their services. It’s critically important to identify needs by asking the right questions and then showing how you can help. When done well, the ‘sale’ comes naturally. How good are your accountants at getting business across the line?
In this special program, we’ll explain the key principles of professional selling in an accounting environment. Your team will receive practical tips and hints on how to really engage clients and prospects in discussions about what you can do to help them. Most importantly, we’ll help you significantly increase your conversion rate!
Special Program: 4 sessions for $165 inc GST
Session 1: Implement a professional sales process from lead to conversion
Wed 12th November 2014 12:30pm to 1:30pm AEDT | 2:30pm – 3:30pm NZDT [live and recorded]
1. Put in place a professional selling process that will work for your firm
2. Develop a lead generation and monitoring process to drive new business
3. Implement a 7 step process for getting clients ‘over the line’
Session 2: How to engage clients through discovery and persuasive strategies
Wed 19th November 2014 12:30pm to 1:30pm AEDT | 2:30pm – 3:30pm NZDT [live and recorded]
4. Understand why discovery conversations are so important in engaging clients
5. Be able to effectively interview clients using proven scripts and questions
6. Overcome client roadblocks and objections proactively
A step by step process including scripts and supporting documents will be provided to all registrants.
In addition to the 2 live sessions, we’re giving you access to 2 special recorded sessions from our Knowledge Library:
- Develop a CRM strategy for your firm – How to use CRM tools and processes to generate growth
- Proposals that win – Effective negotiation tips to get clients over the line
Who should attend? This program is relevant for ALL staff, not just those responsible for clients. Everyone in the firm has a role to play in identifying opportunities to add value.
Fee: $165 (inc GST) per firm, per office.
CPD: This session is eligible for CPD points. A certificate will be provided on request.
Viewing Limits: Session recordings will be available to view for 3 months following the live session. Subscribers to the TBA Knowledge Centre have unlimited access to recordings.
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