Negotiating and Overcoming Objections

People & leadership

Video

Negotiating and Overcoming Objections

Speaker: Carrie Steffen

  • Format

    Video

  • Level

    Overview

  • Duration

    1h15m

Through proven techniques and interactive exercises attendees will learn skills to address objections, keep the sales process moving, deepen trust with clients and potential clients, and ultimately win more business.

Learning outcomes

  • See objections as opportunitie
  • Connect services to needs to create solutions
  • Persuade decision makers to take action Use proven techniques to keep the sales process moving
  • Over come common objections to your solutions

£35.00 (CIMA members only)

£45.00

VAT calculated on checkout

Product information

Overview

Learning to overcome objections is critical to successfully developing business with both current and new clients. As practitioners, hearing a client or prospect raise objections to an idea in which we believe is not only frustrating, but can also cause us to abandon our sales efforts. In this session participants will understand how to see objections in a different light -- not as a barrier but as an opportunity. How and what we communicate during this process is critical to success. Through proven techniques and interactive exercises attendees will learn skills to address objections, keep the sales process moving, deepen trust with clients and potential clients and ultimately win more business.

Professional development

All learning resources available in the CGMA Store qualify for CPD for CIMA members.

Programme level:Overview
Duration:1h15m
Format:Video
Access:This is a digital product. You will have access to the content for a year after purchase date.

Return and refund policy

£35.00 (CIMA members only)

£45.00

VAT calculated on checkout

Speaker

  • Carrie Steffen

    Carrie is a founding shareholder and President of The Whetstone Group, Inc. Since 2000 Whetstone has provided growth consulting services to hundreds of CPA firms nationwide. She has more than 20 years of CPA firm marketing experience.

    Carrie helps clients: ? Build a sustainable growth culture and improve employee engagement ? Develop a firm vision for growth and effective top-line growth plans ? Establish systems of accountability for business development ? Improve sales results to maximize ROI on marketing

    She is also a skilled trainer, providing group sales training, curriculum development, and one-on-one coaching that enables attendees to better understand the sales cycle and develop the personal skills necessary to close sales. Firm leaders, practitioners, marketing professionals benefit from her knowledge and dynamic approach.

    Before joining Whetstone, Carrie was an in-house marketing director in the national marketing office of RSM McGladrey, Inc.

    Carrie has presented for the AICPA, the Association for Accounting Marketing?s (AAM) Annual Summit, the Indiana CPA Society, DFK USA?s Annual Growth Summit, Moore Stephens North America, MSI Global Alliance?s International Managing Partner Con- ference, BKR?s Annual Marketing Meeting, Allinial Global, AGN MAP Conference and The International Group of Accounting Firms (IGAF). She has been published in the AAM?s MarkeTrends, The Journal of Accountancy and the CPA Practice Management Forum. She is a co-author of ?Bridging the Gap: Strengthening the Connection between Current and Emerging Leaders in the CPA Profession?.

    Carrie is Vice-President of the CPA Consultants? Alliance (CPACA), a working group of thought leaders within the CPA profession. She is also the current Treasurer of the National Association of Accounting Marketing?s (AAM's) Board of Directors, past Chair of AAM?s Education Committee and a member of The CPA Consultants? Trust.