Navigating the Closing Process 1 Credit
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A major part of negotiating your terms is effectively navigating the closing process. Â
Nothing is worse than investing a lot of time into a prospect and then not winning the deal because of a surprise at the very end. Â
The when of closing a negotiation is easy: early and often.Â
Some people don’t seem to want or need to close the deal. They just go on and on enjoying the process, burning uptime, and never bringing discussions to a close. And then again, they will put something away and bring it back up later and chew on it some more.Â
Closing is a separate skill, and you keep it in mind at every phase of the negotiating process.
Keep the closing in mind as you prepare for your negotiation, as you listen to the other side, and every time you speak. A little piece of your mind should always focus on the closing — on bringing the negotiation to a mutually acceptable solution. You aren’t likely to miss an opportunity to close when you view closing as a separate aspect of the negotiation rather than just the lucky result of a negotiation.
The proper moment to make your first effort at closing a deal is when you first sit down.
This is the stage where your negotiation skills are tested. You need to stay focused and strike the right chords. Using effective closing techniques and negotiation tips, you can quickly close the deals in negotiation. But before anything else, first, prepare yourself for successfully negotiating with the reluctant client. It is difficult to win a game without preparation.
This CPE webinar identifies the decision-makers and their processes that take a lot of those surprises away along with actually giving you the tools to navigate the process quicker and more efficiently.
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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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