I’ve been reading some really interesting insights over the past week on how a lack of sales training, scope stretch and lack of discipline has resulted in many missed opportunities for firms to really get paid what they are worth and for the value they are creating.
I made a conscious effort many years ago to up-skill my understanding and capability around sales and I would encourage any partner, director, principal or client facing accountant to do so as well.
I am co-hosting a training next week titled: Problem Solving Selling and wanted to invite you along. We’ll be sharing some stats on the above points plus insights on how to:
- position value-added services for your clients right now
- sell without product pushing
- show empathy to clients without giving value away for free
- overcome objections and resistance
See you there