Sales Training To Grow People. And Grow Businesses
From the category archives:
Have had a few calls recently from law firms who feel the need to train their attorneys how to sell. The one hurdle they must get over is the word “selling” as it relates to that profession.
In short, “yes” they do sell and for those that do it well, they prosper.An Antiquated Way of Thinking: [...]
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Just finished a two year engagement with a group of CPAs here in Indy. The goal was to teach them how to sell services at a higher fee than other CPAs in their market.
Here are some lessons I learned in my work with them:
1. Accountants are a lot of fun to work with. Each meeting–even [...]
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Well of course, you know the answer to that question before we start.
But I’d like to share some observations that may make it easier for you to train your PM’s in communication skills. It seems that companies are relying more and more on their PM’s to manage the client relationships and generate referrals so [...]
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“Oh, Bill, we don’t sell at our accounting firm. We prefer to wait until the phone rings with referrals. Besides, selling is so unprofessional.”
Believe it or not, I actually heard that once–from a CPA. Absurd I know, but talk to some young attorneys or accountants today, and rarely will they say they’re prepared for selling. [...]
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