understanding this is part of mastering the art of sales.
by august j. aquila
price it right: how to value accounting services
no matter how good your marketing tools are, there is one tool that needs to be especially sharp, and that is your salesmanship. all the marketing tools we mentioned previously will be of little value if you don’t know how to “ask for the business.”
more: four steps to a successful email marketing campaign | three types of marketing message, and which is best | why you need progress billing | five tips for cross-selling and upselling | five keys to successful marketing | twelve fundamentals of planning | one question to guide your growth plans
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you need to understand the selling and buying cycles. they are critical for your success.
while there are many ways to make a sale, i prefer the consultative partnership approach (cpa) to selling accounting and consulting services. this approach is based on three key principles:
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