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

AICPA Learning Conference February 24 – 25 2010 Fort Myers, Florida. Sales Presentation. Product focused Features and benefits Solution focused What does it do for me?. Client Relationships. Approved Vendor Preferred Supplier Solutions Consultant

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

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  1. AICPA Learning Conference February 24 – 25 2010 Fort Myers, Florida CPA2Biz, Inc.-Proprietary and Confidential Information 1

  2. Sales Presentation • Product focused • Features and benefits • Solution focused • What does it do for me? CPA2Biz, Inc.-Proprietary and Confidential Information 2

  3. Client Relationships • Approved Vendor • Preferred Supplier • Solutions Consultant • Strategic Contributor • Trusted Partner CPA2Biz, Inc.-Proprietary and Confidential Information 3

  4. Closing Percentage • Approved Vendor – 44.7% • Preferred Supplier – 48.9% • Solutions Consultant – 48.9% • Strategic Contributor – 52.3% • Trusted Partner – 55.0% CPA2Biz, Inc.-Proprietary and Confidential Information 4

  5. Trusted Advisor • Shares expertise • Analyzes problems • Educates clients • Articulates best practices • Provides solutions • Responsive • Customer focused not product focused CPA2Biz, Inc.-Proprietary and Confidential Information 5

  6. Trusted Advisor • Analyst • Consultant • Manager • “Patience is a required, acquired virtue” CPA2Biz, Inc.-Proprietary and Confidential Information 6

  7. Anchoring Principle • First impressions influence decisions • Confident smile • Friendly, courteous greeting • Business card • Build rapport • Discuss agenda • Down to business CPA2Biz, Inc.-Proprietary and Confidential Information 7

  8. 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” CPA2Biz, Inc.-Proprietary and Confidential Information 8

  9. 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 CPA2Biz, Inc.-Proprietary and Confidential Information 9

  10. Success • Ask sufficient questions • Listen actively • Understand the situation • Build credibility • Advance a solution • Close the sale • Customer service • Become a trusted partner CPA2Biz, Inc.-Proprietary and Confidential Information 10

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