DCPA2416. Selling or Problem Solving? YES to Both

Generating revenue is nonnegotiable for ensuring financial stability, pursuing merger and acquisition opportunities, and building resilience against the ever-increasing pace of change. It’s also a requirement to achieve individual advancement and firm growth. Fortunately, many growth opportunities in the accounting profession are based on referral business. However, as more and more clients seek greater value proposition and different types of services, problem solving, and sales acumen are needed now more than ever. Yet, the idea of selling can evoke discomfort and anxiety - often conjuring images of pushy tactics and relentless pitches. On the contrary, selling is not about client manipulation, but rather about solving problems and meeting needs. What if we reframe sales as an act of problem-solving? 

Join this insightful session to reinforce your client engagement approach and/or learn how to enhance your growth strategies to:

* Change the perception of sales from a pushy, uncomfortable task to a valuable service that meets both client needs and internal revenue goals.     

* Learn techniques to identify and understand the pain points of clients.     

* Equip attendees with strategies to increase stickiness with clients, handle common objections and concerns while serving as a trusted advisor.

Learning Objectives:

• Recognize how to change the perception of sales from a pushy, uncomfortable task to a valuable service that meets both client needs and internal revenue goals.
• Learn techniques to identify and understand the pain points of clients.
• Equip attendees with strategies to increase stickiness with clients, handle common objections and concerns while serving as a trusted advisor.