Improving Your Sales Success
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.
How to present your new client sales solution
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…
Increase Your Results in Winning New Clients by Stating Benefits
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.
How to improve your questioning technique – Final Part
The final article in our series on how to improve your questioning technique.
Improve Your Questioning and Interview 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.
Problem Questions
Problem questions explore difficulties and dissatisfactions in areas where the seller can help. Use them as soon as you have sufficient information about the prospect’s situation to indicate a probable area where your expertise can help.
Improving Your Sales Technique With Better Questions
The key to increasing the likelihood of a prospect agreeing to become a client is more than personality and friendliness – as important as those are.…
Winning clients – Power questions to pepper into your sales meetings
I have always told it this way - the difference between a good accountant and a great accountant is that a great accountant asks better questions…