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AICPA Learning Conference February 24 – 25 2010 Fort Myers, Florida PowerPoint Presentation
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AICPA Learning Conference February 24 – 25 2010 Fort Myers, Florida. Sales Presentation. Product focused Features and benefits Solution focused What does it do for me?. Client Relationships. Approved Vendor Preferred Supplier Solutions Consultant

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Presentation Transcript
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AICPA Learning Conference

February 24 – 25 2010

Fort Myers, Florida

CPA2Biz, Inc.-Proprietary and Confidential Information 1

sales presentation
Sales Presentation
  • Product focused
    • Features and benefits
  • Solution focused
    • What does it do for me?

CPA2Biz, Inc.-Proprietary and Confidential Information 2

client relationships
Client Relationships
  • Approved Vendor
  • Preferred Supplier
  • Solutions Consultant
  • Strategic Contributor
  • Trusted Partner

CPA2Biz, Inc.-Proprietary and Confidential Information 3

closing percentage
Closing Percentage
  • Approved Vendor – 44.7%
  • Preferred Supplier – 48.9%
  • Solutions Consultant – 48.9%
  • Strategic Contributor – 52.3%
  • Trusted Partner – 55.0%

CPA2Biz, Inc.-Proprietary and Confidential Information 4

trusted advisor
Trusted Advisor
  • Shares expertise
  • Analyzes problems
  • Educates clients
  • Articulates best practices
  • Provides solutions
  • Responsive
  • Customer focused not product focused

CPA2Biz, Inc.-Proprietary and Confidential Information 5

trusted advisor1
Trusted Advisor
  • Analyst
  • Consultant
  • Manager
  • “Patience is a required, acquired virtue”

CPA2Biz, Inc.-Proprietary and Confidential Information 6

anchoring principle
Anchoring Principle
  • First impressions influence decisions
  • Confident smile
  • Friendly, courteous greeting
  • Business card
  • Build rapport
  • Discuss agenda
  • Down to business

CPA2Biz, Inc.-Proprietary and Confidential Information 7

questions
Questions
  • General questions = General answers
  • Closed end questions = Specific information
    • When, where, how many
  • Open end questions = Dialogue
    • Uncover problems and their effect
    • What, how, describe
  • “Conversation, not interrogation”
  • “Ask your way rather than talk your way into a sale”

CPA2Biz, Inc.-Proprietary and Confidential Information 8

active listening
Active Listening
  • Focus on the speaker
  • No No: Thinking of a response when the other person is talking
  • Take notes
  • Ask clarifying questions
  • Summarize key points

CPA2Biz, Inc.-Proprietary and Confidential Information 9

success
Success
  • Ask sufficient questions
  • Listen actively
  • Understand the situation
  • Build credibility
  • Advance a solution
  • Close the sale
  • Customer service
  • Become a trusted partner

CPA2Biz, Inc.-Proprietary and Confidential Information 10