CPE Course on Handling Tough Client Objections

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Course Description
Course Qualification
Presenter
FAQ

Course Description

Overview

Listen for unspoken objections

15 mins
Types of question to explore

21 mins
Respond - Render it unobjectionable

22 mins
Not looking to change

26 mins
Talk to them first

31 mins

Course Description

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.

Learning Objectives

To re-define what an objection means in a sales process.
To list the 4 reasons for skepticism in negotiations.
To apply the 3 steps to deal with a misunderstanding.
To list the 5 reasons your prospect may stall.
To establish the LAER method to deal with objections.

Recommended For

This Online CPE webinar is recommended for CPAs, CMAs, CEOs, CFOs, Business Owners, Business Managers, Entrepreneurs, and Other Individuals interested in business development and revenue growth including those currently in the firm leadership or those striving towards a leadership role.

Who Should Attend?

Accountant
Accounting Firm
Accounting Managers
Certified Management Accountant (CMA)
Certified Public Accountant (CPA)
CPA (Industry)
CPA - Mid Size Firm
CPA - Small Firm
CPA in Business
Entrepreneurial CPA
Senior Accountant
Staff of Accounting Firm
Young CPA

Course Qualification

Webinar Qualifies For

1 CPD Credit for Chartered Professional Accountant (CPA Canada)
1 CPE Credit of Communications & Marketing for Certified Public Accountants (CPA-US)
1 CPE Credit for Certified Management Accountants (CMA)
1 CE Credit for Certified Fiduciary & Investment Risk Specialist (CFIRS)
1 CE Credit for Certified Wealth Strategist (CWS)
1 General Credit for Accountant/Bookeeper
1 CPD Credit for CA - ICAEW
1 CPD Credit for Chartered Accountants - Ireland (CAI)
1 CPD Credit for Chartered Accountants - Scotland
1 CPD Credit for CPA - Ireland
1 CPD Credit for Chartered Certified Accountants (ACCA)

Additional details

Course Level :

Basic
Credits :

1
Instructional Method :

QAS Self Study
Pre-requisites :

None
Advance Preparation :

None

NASBA APPROVED

MY-CPE LLC, 1600 Highway 6 south, suite 250, sugar land, TX, 77478

MY-CPE LLC (Sponsor Id#: 143597) is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBARegistry.org.

Presenter

About Presenter

Ty Hendrickson, CPA (US)

Consultant, Inovautus Consulting

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.

About Company

Inovautus Consulting

inovautus.com/

Growing a professional services firm today is about more than just great marketing and effective business development. It includes the right people, too. Inovautus Consulting was founded on the belief that effective marketing strategy and execution combined with acquiring and retaining key talent is the foundation of growing a professional services firm. We work with accounting firms, law firms, financial planning firms, and other service-based businesses that operate in a multi-owner environment. I invite you to learn more about what we do and welcome you to check out our blog and resources section for tools that can help you grow.

Faq

FAQs content

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As an accredited provider of Continuing Professional Education in the United States, myCPE online learning platform, courses, and webinars meet the requirements set forth by the Institute of Management Accountants (IMA), an IFAC Member Organization, as well as the National State Boards of Accountancy (NASBA) and the Institute of Internal Auditors (IIA), both IFAC Affiliates. As well as it has been approved by NASBA, Internal Revenue Service (IRS), Certified Financial Planner Board (CFP Board), California Tax Education Council (CTEC), Society of Human Resource Professional (SHRM), Human Resource Certification Institute (HRCI) and many more.Therefore, we believe learners can count their professionally relevant, verifiable learning activities on myCPE, including taking on demand courses and attending live webinars, toward fulfillment of their verifiable continuing education requirement as CPD-IES7 requirements. However, if there is any question, we recommend that the individual learner confirm with his/her professional licensing organization before taking myCPE courses for CPD-IES7 credit.
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