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Selling Skills for Professionals: Making the Sale

  • Accountant
  • CPA (CA)
  • CFE
  • CGFM
  • CISA
  • CPA (US)
  • CA - ICAEW
  • HRCI
  • SHRM
  • ACCA
  • CA - Ireland
  • CA - Scotland
  • CPA - Ireland
  • CFIRS
  • CWS

Published: April, 2022

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Before starting this self study program, please go through the instructional document.

  • Course Description
  • Course Qualification
  • Presenter
  • FAQ

Course Description

Overview

  • The foundations for selling professional services
    3 mins
  • Skills for selling professional services
    12 mins
  • Script for the webinar follow-up call
    26 mins
  • The impact of pain points
    47 mins
  • Moving towards closing the sale
    63 mins
  • Be honest if you are not a good fit
    87 mins
  • We need t think about it
    113 mins

Course Description

Attendees in this CPE course will look at the skills you need for selling professional services. Then cover a five-step sales process in detail:

  1. Understand the current situation
  2. Surface the pain points 
  3. Exploring the impacts of the pain points
  4. Shape the future state 
  5. Close the sale

The speaker Ross Maynard in this CPE/CPD webinar will cover the sales process – converting a prospect into a client. It covers why people buy professional services, and why they might not buy; and it shows how to deal with objections.

Selling professional services is not like selling a car, or solar panels. It’s about building a relationship with a prospect as a professional advisor; coaching them through the challenges facing them, and offering services tailored to their needs that will help the prospect make tangible improvements.

If you want to know how to sell professional services successfully, this is the CPE Marketing Course for you!!

Learning Objectives

  • To describe a five-stage sales process for professional services.
  • To identify the core skill set needed for selling professional services.
  • To discuss best practices when creating webinars to engage prospects.
  • To explore a prospect’s current situation on an online video call.
  • To identify a prospect’s pain points and explore their root causes and impacts.
  • To inspect a prospect to visualize the future state they would like to get to be resolving the problems identified.
  • To handle objections surfaced as the prospect moves towards closing the sale.
  • To analyze why people buy professional services, and why they don’t buy.
  • To reduce buyer’s remorse and plan to develop the client relationship after the sale.

Recommended For

  • This online webinar is recommended for all the CPAs, CMAs, and other professionals in the industry as well as in practice who are interested in learning the skills needed for selling professional services.
  • This CPD course is for the Canadian CPAs who want to know how to sell professional services successfully

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • Young CPA

Course Qualification

Webinar Qualifies For

  • 3 General Credit for Accountant/Bookeeper
  • 3 CPD Credit for Chartered Professional Accountant (CPA Canada)
  • 3 CPE Credit of Communications & Marketing for Certified Public Accountants (CPA-US)
  • 3 CPE Credit of Communications & Marketing for Certified Fraud Examiner (CFE)
  • 3 CPE Credit for Certified Government Financial Manager (CGFM)
  • 3 CPD Credit for CA - ICAEW
  • 3 CPD Credit for Chartered Certified Accountants (ACCA)
  • 3 CPD Credit for Chartered Accountants - Ireland (CAI)
  • 3 CPD Credit for Chartered Accountants - Scotland
  • 3 CPD Credit for CPA - Ireland
  • 3 CE Credit for Certified Fiduciary & Investment Risk Specialist (CFIRS)
  • 3 CE Credit for Certified Wealth Strategist (CWS)
  • 3 CPE Credit for Certified Information Systems Auditor (CISA)
  • 3 PDC Credit for SHRM Professionals (Approval No. 22-AUF6R)
  • 3 RCH Credit of Business for Human Resource Certification Institute (HRCI) (Approval No. 598207)

Additional details

  • Course Level :
    Basic
  • Credits :
    3
  • 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

Ross Maynard

Managing Director, Ideas2Action Process Excellence Ltd

My philosophy is to inspire, challenge and support change. I have nearly 30 years’ experience as a business author and consultant.

As a consultant, I specialise in process improvement based on the Lean philosophy. I facilitate improvement teams and provide expertise in performance measurement and management; problem solving; and process improvement. 

As well as delivering webinars for MyCPE, I develop courses and webinars for the ACCA (Association of Chartered Certified Accountants) in the UK and other specialist business and finance providers.

I live in Scotland, near Glasgow, with my wife, daughter and Cocker Spaniel.

About Company

Ideas2Action Process Excellence Ltd

www.ideas2action.co.uk/

Ideas into Action was founded in 1997 by Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants with over 20 years experience in organisational development with organisations of all sizes. The business is incorporated as Ideas2Action Process Excellence Ltd, registration number SC523801. We specialise in process analysis and improvement and lean finance, offering training, consultancy and facilitation of process improvement teams.

Ross is author of “Successful Business Growth” published by Hodder and Stoughton, in 1998; as well as many published articles on business improvement and lean management. Ross is an NLP Master Practitioner.

Faq

FAQs content

  • To receive Continuing Education credit for the event, you must register for the webcast prior to the start of each program.
  • Continuing Education Credit Certificate is available to all eligible participants within 24 hours of each webinar.
  • You must attend complete live webinar and respond to all polling questions asked during the webinar. Credits would be issued on 50 minute credit hour basis.
  • Polling feature Not supported: If you are logging in through browser or web portal in the browser (zoom.us) it doesn’t support the polling feature. Please be advised the current polling feature can only be supported via Zoom desktop and mobile app. You can check the same here : https://support.zoom.us/hc/en-us/articles/203749865-Polling-for-webinars
  • This event may be a recorded rebroadcast of a live event done in past and the instructor will be available to answer your questions during/after the webinar.
  • If you still face the polling problem please don’t panic and provide your response in the chat and we shall consider the same for processing for credits. You can download Zoom by clicking on the mentioned link : https://zoom.us/download
  • Our courses meet the global Continuing Professional Development (CPD-IES7) Standard for Chartered Accountants with International Education Standard 7 (IES 7) set by The International Federation of Accountants (IFAC), the International Accounting Education Standards Board (IAESB) and the Association of Chartered Certified Accountants (ACCA). Based on our accreditation by existing IFAC members and affiliates, 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 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.
  • You can manage your continuing education certificates and credits through your certificate dashboard which is available when you are logged in to your account (LOGIN)
  • 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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