AICPA Learning Conference

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• AICPA Learning Conference
• February 24 25 2010
• Fort Myers, Florida

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Sales Presentation

• Product focused
• Features and benefits
• Solution focused
• What does it do for me?

3
Client Relationships

• Approved Vendor
• Preferred Supplier
• Solutions Consultant
• Strategic Contributor
• Trusted Partner

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Closing Percentage

• Approved Vendor 44.7
• Preferred Supplier 48.9
• Solutions Consultant 48.9
• Strategic Contributor 52.3
• Trusted Partner 55.0

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Trusted Advisor

• Shares expertise
• Analyzes problems
• Educates clients
• Articulates best practices
• Provides solutions
• Responsive
• Customer focused not product focused

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Trusted Advisor

• Analyst
• Consultant
• Manager
• Patience is a required, acquired virtue

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Anchoring Principle

• First impressions influence decisions
• Confident smile
• Friendly, courteous greeting
• Business card
• Build rapport
• Discuss agenda
• Down to business

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Questions

• General questions General answers
• Closed end questions Specific information
• When, where, how many
• Open end questions Dialogue
• Uncover problems and their effect
• What, how, describe
• Conversation, not interrogation
• Ask your way rather than talk your way into a
  sale

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Active Listening

• Focus on the speaker
• No No Thinking of a response when the other
  person is talking
• Take notes
• Ask clarifying questions
• Summarize key points

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Success

• Ask sufficient questions
• Listen actively
• Understand the situation
• Build credibility
• Advance a solution
• Close the sale
• Customer service
• Become a trusted partner