Handling Tough Client Objections 1 Credit
Learning mode
When it comes to sales conversations, hearing an objection from your prospect is inevitable. They'll disagree with you on things like price, the size of your team, or whether you're fit for the project.
Clients almost always have some form of “no” rolled up their sleeve. Finding what motivates their objections, though, is a mystery we have to solve in the sales cycle.
Guiding a prospect through the sales process is always tricky. No matter how many tactics you've implemented to increase your conversion rate, it seems that new sales team members, in particular, are often caught off guard when a lead presents a tough objection.
If you don't know how to respond, such objections could completely derail the sales process. But the thing is, buyer objections are the norm no matter what you're trying to sell.
It’s hard to confront objections, especially if you’re trying to grow your business and land better clients. But not every “no” is concrete. Those who understand how to deal with these objections appropriately are quite often the ones who close the most sales.
Objections can be the most intimidating part of the sales process, but the speaker, Ty Hendrickson in this CPE course wants to change the mind frame behind objections and get excited when we hear them.
Objections mean that your prospect is engaged and wants to discuss.
This CPE webinar is an opportunity to understand where their head is in this process as well as have an open dialogue about what it takes to get them to sign as a new client.
| License details | Credits | Status |
|---|---|---|
| Communications and Marketing for Certified Public Accountants (CPA-US) | 1 CPE | Approved |
| Communication for CPA in Canada | 1 CPD | Eligible |
| Communications and Marketing for Delaware Licensed Public Accountant (DE-LPA) | 1 CPE | Eligible |
| Oral and written communications for Certified Government Financial Manager (CGFM) | 1 CPE | Eligible |
| Communications and Marketing for Certified Fraud Examiner (CFE) | 1 CPE | Eligible |
| Association of Chartered Certified Accountants (ACCA) | 1 CPD | Eligible |
| Chartered Accountant - ICAEW | 1 CPD | Eligible |
| Communications and Marketing for Iowa Licensed Public Accountant (IA-LPA) | 1 CPE | Eligible |
| Communications and Marketing for Maine Licensed Public Accountant (ME-LPA) | 1 CPE | Eligible |
| Chartered Accountants - Ireland (CAI) | 1 CPD | Eligible |
| Chartered Accountants - Scotland | 1 CPD | Eligible |
| CPA - Ireland | 1 CPD | Eligible |
| License details | Credits | Status |
|---|---|---|
| Communications and Marketing for Certified Public Accountants (CPA-US) | 1 CPE | Approved |
| Communication for CPA in Canada | 1 CPD | Eligible |
| Communications and Marketing for Delaware Licensed Public Accountant (DE-LPA) | 1 CPE | Eligible |
| Oral and written communications for Certified Government Financial Manager (CGFM) | 1 CPE | Eligible |
| Communications and Marketing for Certified Fraud Examiner (CFE) | 1 CPE | Eligible |
| Association of Chartered Certified Accountants (ACCA) | 1 CPD | Eligible |
| Chartered Accountant - ICAEW | 1 CPD | Eligible |
| Communications and Marketing for Iowa Licensed Public Accountant (IA-LPA) | 1 CPE | Eligible |
| Communications and Marketing for Maine Licensed Public Accountant (ME-LPA) | 1 CPE | Eligible |
| Chartered Accountants - Ireland (CAI) | 1 CPD | Eligible |
| Chartered Accountants - Scotland | 1 CPD | Eligible |
| CPA - Ireland | 1 CPD | Eligible |
| License details | Credits | Status |
|---|---|---|
| Communications and Marketing for Certified Public Accountants (CPA-US) | 1 CPE | Approved |
| Communication for CPA in Canada | 1 CPD | Eligible |
| Communications and Marketing for Delaware Licensed Public Accountant (DE-LPA) | 1 CPE | Eligible |
| Oral and written communications for Certified Government Financial Manager (CGFM) | 1 CPE | Eligible |
| Communications and Marketing for Certified Fraud Examiner (CFE) | 1 CPE | Eligible |
| Association of Chartered Certified Accountants (ACCA) | 1 CPD | Eligible |
| Chartered Accountant - ICAEW | 1 CPD | Eligible |
| Communications and Marketing for Iowa Licensed Public Accountant (IA-LPA) | 1 CPE | Eligible |
| Communications and Marketing for Maine Licensed Public Accountant (ME-LPA) | 1 CPE | Eligible |
| Chartered Accountants - Ireland (CAI) | 1 CPD | Eligible |
| Chartered Accountants - Scotland | 1 CPD | Eligible |
| CPA - Ireland | 1 CPD | Eligible |
Credit
Course Level
Instructional Method
Pre-requisites
Advance Preparation
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Ty is a CPA with almost 20 years of experience in both public accounting and sales. Ty worked as an accountant at firms ranging from small to large prior to moving into the accounting technology sector successfully building sales training programs for both Wolters Kluwer and Bloomberg BNA. Working in different areas of the accounting industry, Ty recognized that sales and business development skills are a necessary part of the job of a CPA, but also the most underserved in terms of skill development and training. Ty’s passion is to provide the tools necessary for accountants to not only be successful but also enjoy business development. Ty has a Bachelor’s degree in Accountancy from Transylvania University in Lexington, KY.
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To maintain compliance, you must adhere to the guidelines set by NASBA and other regulatory bodies, which include attending the full duration of the webinar, participating in interactive elements, and completing any post-webinar evaluations or assessments.
After successfully attending a live webinar and fulfilling all participation requirements, you can access and download your completion certificates from your account dashboard on our platform. These certificates are recognized by NASBA, IRS, CFP Board, HRCI, SHRM, Payroll Org, FP Canada, and 25+ other regulatory bodies for compliance and reporting purposes.
We issue instant credit certificates, ensuring they are valid for presentation to governing bodies. Typically, we report IRS, CTEC, CFP, IDFP, IWI, VBOA Ethics credits within 7 days – the fastest in the industry.
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