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Why Didn’t They Buy Part 6 – More Tips to Handle Objections

BONUS: a short bonus episode from the client’s perspective – “Why Didn’t They Buy Part 6 – More Tips to Handle Objections.” Great CPE or CPD for accountants with tips on how to deal with pushback from potential clients in buying situations. This expands on last week’s bonus show categorising the 4 kinds of objections accounting practitioners tend to face from clients resistant to buying.

Key takeaways from this episode include:

➯ the four types of objections accountants face – the put-off, the irrelevant, the half-truth and the valid, with examples of each

➯ defining objections as signals to buy and signs that the potential client requires more clarity and information

➯ the importance of welcoming objections and why accountants should want them voiced rather than kept hidden

➯ things accountants can say to elicit any buying resistance to put objections out in the open

➯ the futility of arguing with objections, and why it’s better for accountants to acknowledge them in buying situations

➯ the power of scripts, come-backs and rebuttals for accountants to handle objections, as long as they are delivered naturally

➯ the power of anticipating common objections from potential buyers of accounting services

➯ a glossary of sales terms and what they really mean for non-sales people like accounting professionals and CPAs


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.

Imogen Allen