Published: November, 2021
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.
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.
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.
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.