When did our reaction to “NO” change? My son recently took up driving and honestly, it terrifies me. When he asks to use the car, and he hears the word "no” a lot and it is typically the beginning of a long debate about why he...
Every single day you are selling. It could be an idea, a product, an action, or even selling yourself. It’s easy to agree that, yes, you are always selling something. However, you may not intentionally approach each one of your client meetings as a sales call....
Has someone ever cut you off during a story you were telling? Maybe they jumped in on how they had a similar experience but worse! It happens to everyone, and chances are you are guilty of the same crime. It’s when you stop listening and...
It’s yet another after-work networking event that you feel like you have to attend to build your practice. You have some good conversations with people you always see at these events. You have some food and drinks, but you don’t come home with any new...
It is all too common when putting together a new client proposal for the first thought to be, “I need to be right around or less than what they currently pay to win this client.” Does this sound familiar? When we go in to win...
No, I haven’t lost my mind, I truly believe that all accountants should love sales. It is well known that the general sentiment in our industry is that business development is terrifying and not what we were trained to do as accountants. In reality, the...