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Why Didn’t They Buy Part 5 – You Didn’t Handle Their Objections

BONUS: a short bonus episode from the client’s perspective – “Why Didn’t They Buy Part 5 – I Can’t Handle Their Objections” Great CPE or CPD for accountants with tips on how to categorise the main objections and pushbacks potential clients come up with when purchasing your accounting services.

Key takeaways from this episode include:

⍟ how struggling to overcome objections for accountants trying to sell services is the same as not solving their concerns

⍟ why the simplest show of resistance or pushback from potential clients unsettles most accountants

⍟ why accounting professionals need a selling or work-winning skillset as well as their technical competence

⍟ the four types of objections from prospects that accounting practitioners struggle to deal with

⍟ how ‘this is not a good time to make decisions’ can be refuted by accountants selling their services

⍟ the one type of objection which is completely 100% valid that accountants can never argue with

⍟ how accountants should respond to prospects who don’t truly understand the price or value of a proposal

⍟ why price is usually only ever an objection in the absence of value

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus ‘from the client’s perspective’ episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week’s episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical ‘here’s what works’ tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show’s 20,000 unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.