How to Handle Complaints Better
There are two common views of complaints: The more common view is that complaints are a disease to be avoided at all costs. People, firms, and…
There are two common views of complaints: The more common view is that complaints are a disease to be avoided at all costs. People, firms, and…
Prospects will object to your proposal if you have not adequately handled the diagnosis and capabilities part of the interview. They may also object even when you handled the interview perfectly.
Here I continue with the series of articles looking at the 10 essential components of your 2023 Business Plan.
The problems that accountants solve are quite complex. The solutions you offer address some problems (or some parts of a large problem) better than others. No…
Continuing with our in depth look at improving sales skills we now take a look at the importance of benefits in the negotiation process with your prospects.
If you have not read part 1 in this series here is a link to the first article. In the previous blog - in my first…
The final article in our series on how to improve your questioning technique.
Continuing with our in depth review of how to improve your questioning and interview technique. In this article we will explore IMPLIED NEEDS AND EXPLICIT NEEDS.