1.0 CPE Business Development is crucial to the health of CPA firms and an important factor in the track to partnership for individuals. The first step in the process of gaining new business is understanding prospecting.
This course covers the steps necessary to successfully pitch your prospective client by understanding your differentiators and learning how to prepare for pitch meetings. This is your opportunity to wow them so it’s important to be able to communicate your value in a way that draws them in, gets them excited and gets them to buy in on the unique value that you bring to the table and why they should move forward with you.
Course Key Concepts: Prospecting, Business Development, Sales.
Learning Objectives
- Discover and list the 4 steps that make a great presentation.
- Identify and list the 3 areas of knowledge to research before a pitch.
- Discover and list 3 types of questions to use in each pitch meeting.
- Explore and list the 6 areas for differentiation that help you tailor your pitch.
- Identify the 3 parts to a successful presentation.
- 1. 7 Resources Required to Fill Your Pipeline
- 2. After the Sale Part 1 - Create Satisfied Customers
- 3. 7 Stages of the Sales Cycle: Assigning Probability Definitions that Enable Better Account Management
- 4. Identifying what Executive Level Sales Prospects Want
- 5. 3 Ways To Be Taken Seriously By Potential Buyers
- 6. Sales Success: Sell Value Not Price
- 7. Selling to C-Suite Executives Module 3: Creating and Communicating Your Value
- 8. Sales Territory Management
- 9. Developing Killer Presentation Skills for Executives
- 10. Perfect Your Elevator Pitch as a CPA
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Prerequisites
No advanced preparation or prerequisites are required for this course.
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