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Five Steps to a Winning Consultation: Even When You Don’t Like the Sales Part

FIVE STEPS TO A WINNING CONSULTATION: EVEN WHEN YOU DON'T LIKE THE SALES PART

Cost Free
Presentation Length 1.0 hour

Recorded DateMay 18, 2022
CPE:Not available
(archived webinars do not offer CPE credits)
Course LevelBasic
Course Description

Ever feel a connection to a potential client only to never hear from them again? Then you’re left to wonder why.

Like many accounting professionals, you love what you do, but you’re uneasy during consultations. Your training prepared you to do the work but not to master client consultations. So, you mistakenly talk too much or overlook critical questions.

Rather than pitch your services, discover how trusted advisors ask great questions. It’s often the missing piece to growing your accounting practice, especially if you don’t like the sales part. Follow this proven formula, which has your ideal client ask how they can work with you.

Trusted advisors approach initial consultations differently than traditional firms. Rather than compete on price, they communicate value. Give potential clients what they need to eagerly say “YES” on the spot.

Learning Objectives: 


  • Identify the #1 tip to enroll ideal clients with grace and ease

  • List three specific questions trusted advisors need to ask

  • Determine five steps to confidently handle objections while maintaining the connection

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PLEASE NOTE: ARCHIVED WEBINARS DO NOT QUALIFY FOR CPE
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Businesssuccesssolutions

Loren Fogelman is a keynote speaker and one of America’s top-ranked business coaches. From 2018 to 2021, she continues to be recognized by HubSpot in its annual list of the world’s top 22 business coaches.

She delivers talks and workshops across the United States at major conferences such as Inbound, one of the world’s most esteemed content marketing events for entrepreneurs, as well as many niche accounting conferences.

Loren is an expert in pricing strategy and sales for accounting professionals. She coaches them to shift away from the “dollars-per-hour” pricing trap to a value-based pricing model. This allows her clients to reduce workload by as much as 50% while doubling revenues.

She’s a regular contributor to Intuit’s Firm of the Future series, Accounting Web, and the author of two Amazon bestseller books: The Winning Point: How to Master the Mindset of Champions and The Success Solution: Break Through Limiting Beliefs for Business Success.

Ready to value price your services? Discover how to double your income while working half the time. Claim your FREE RESOURCE to separate your fees from your time at https://www.businesssuccesssolution.com/value-book/.

About Our Presenter

Businesssuccesssolutions
Since 2009, Loren Fogelman speaks at industry conferences, professional associations, and network meetings.

Her satisfied audiences include:
The LA Accounting & Finance Show
Scaling New Heights
Intuit, Firm of the Future
Woodard Group Advisory Panel
Accounting Web
Southern Oregon Bookkeepers Association
National Association of Insurance and Financial Advisors