Episode 402: Closing the Sale, with Sarah Dobek and Ty Hendrickson

CPA Trendlines Podcasts

With Sarah Dobek and Ty Hendrickson for CPA Trendlines

• More here: https://cpatrendlines.com/2022/01/17/close-the-sale-getting-across-the-finish-line/

Negotiating the terms of a new engagement can be intimidating and downright scary.
However, it’s the most important – and last – step to securing new revenue.
When you can learn what you need to have ready for the discussion, know what questions to anticipate, understand common pain points in any agreement so you can address them head-on, and how to show the value of what you’re proposing, closing the deal will become much easier – and lower your anxiety.
Negotiating price and/or new business is something everyone seems to struggle with early on in selling. Why is that? (hint…talking money can be uncomfortable, but price is only negotiated when you haven’t built enough value in the sales process).
What is ideal to know about your prospect once you make it to the proposal stage with a prospect? (Who is involved, decision making criteria, timeline, potential obstacles, budget)
What are some tips to close more business at higher rates? (Hint…build value and take objections throughout the sales process, know who you are selling to and what they value, follow their buying timeline, not your selling timeline, and build trust.
Key Take-Aways

1. How to negotiate price and/or expanded service offerings.
2. What you need to know about your prospect when you make it to the proposal stage.
3. Tips to close more business at higher rates.