CPE Course on Navigating the Closing Process

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Course Description
Course Qualification
Presenter
FAQ

Course Description

Overview

Understanding the decision making process

3 mins
Who is the decision maker/makers?

7 mins
What is the process make the final decision?

12 mins
Engage your champion

20 mins
Navigate the pitch

32 mins

Course Description

A major part of negotiating your terms is effectively navigating the closing process.

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.

The when of closing a negotiation is easy: early and often.

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.

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.

Learning Objectives

To define the 4 things to know about the decision-making process.
To list the 4 main players you could deal with in a new business opportunity.
To list the 7 personas that you could deal with in a new business opportunity.
To discuss the best personas to help in your sales process.
To discuss the worst personas involved an opportunity.

Recommended For

This Online CPE webinar is recommended for CPAs, CMAs, CEOs, CFOs, Business Owners, Business Managers, Entrepreneurs, and Other Individuals interested in closing their navigation process quickly and effectively.

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 Business Management and Organization 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

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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