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If youre still selling services in your CPA practice the way you did in 1975, youre in big trouble. Because just as fashions and technologies change, so does the way people think and respond to the world around them. What worked then wont necessarily work now.

Selling today emphasizes service first, and selling second.
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If youre looking to boost your CPA practices sales conversion rate, Ive got your solution. Its a [url=http://rover.ebay.com/rover/1/711-53200-19255-0/1?campid=5336182395&customid=pubster&toolid=10013&mpre=http%3A//cgi.ebay.com/ebaymotors/4Pcs-24CM-PVC-LED-CAR-TRUCK-FLEXIBLE-LIGHT-STRIP-YELLOW-/320606899868]peuterey outlet A Beneficial [/url] straightforward, 8-step solution that is easily adopted into your firm.

Step 1: Build Rapport

When you first welcome a [url=http://www.achbanker.com/home.php]www.achbanker.com/home.php[/url] prospect into your office, engage in some light conversation; create some common ground. This could be as simple as asking, Have any trouble finding the office? Be sincere.

Step 2: Probe Their Needs

Ask questions to find out whats lacking in the relationship with their existing CPA. This lets the prospect know that we [url=http://www.ilyav.com/uggpascher.php]ugg pas cher[/url] are [url=http://www.mansmanifesto.fr]doudoune moncler homme[/url] a different kind of CPA firm. When we agree to a meeting with a prospect, were actually screening them to be sure theyre the right fit for us.

Step 3: PowerPoint Demonstration

Once youve gone through your questions, then you want to demonstrate how you can help the prospect. Use a PowerPoint presentation on a laptop. As you go through your PowerPoint slides, be sure to circle back to the problem areas you identified by asking questions.

Step 4: Present Your Fees

Next, present your fee structure.

Step 5: Handle Objections & Concerns

When a prospect objects, the first thing to do is listen. DO [url=http://www.1855sacramento.com/peuterey.php]peuterey outlet[/url] NOT try to jump in at the beginning this may cause further objections. Use active listening methods, like nodding, looking at the client, and leaning forward to show interest.

Your second step in the face of an objection? Try to clarify the objection. For example:

Tell me more about

So what youre telling me is

Your third step is to simply answer the objection.

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Have I answered all your questions?

Do you have any other concerns?

As [url=http://rover.ebay.com/rover/1/711-53200-19255-0/1?campid=5336182395&customid=pubster&toolid=10013&mpre=http%3A//cgi.ebay.com/ebaymotors/4x-24CM-PVC-LED-CAR-TRUCK-FLEXIBLE-NEON-LIGHT-STRIP-RED-/320609712722]doudoune moncler Larmée fran [/url] necessary, handle any outstanding objections.

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Once youve overcome the prospects objections, go over the service agreement and payment briefly.

Step 7: Talk About Accountant Dismissal

Its important to help your client think through this. For example:

Let me ask you, Mr. Prospect: how are you going to handle the dismissal of your current client?

Step 8: Head Off Buyers Remorse

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Read the 8 steps. Get to know them. Share them with your team. Practice with one another, and watch your sales conversion rate go through the roof.
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Now: whats the first thing youll do to pass this information along to your team?

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