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Resources
The resources focuses on specific topics relating to the
accounting and bookkeeping industry. Take advantage
of the information and tools in these resources.
Chapters
1. DEALING WITH CLIENTS
2. SALES & SERVICES
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3. PRACTICE MANAGEMENT
4. CLOUD COMPUTING
5. OPERATIONAL EFFICIENCY
6. STAFFING ALTERNATIVES
7. NETWORKING
2.1. Sales - An Introduction
To thrive, every business needs sales. Does just thinking of the term
“sales” make you cringe? If so, you’re not alone.
Many people, when asked, associate sales with negative connotations. Examples abound
of annoying interruptions at the worst times and unscrupulous salespeople pushing you to
buy something you don’t need or can’t afford.
It’s time to push those negative thoughts out of your head and, instead, think of sales as
relationship building and sales people as relationship managers.
Human beings all operate in a “sales role” in one way or another. We are natural negotiators.
Most of our actions are driven by a necessity to have our needs met.
We often build relationships with people that will further our goals, meet some need, or help
in some tangible way. Relationships are a give and take with each participant benefiting
from the association.
Your business associations should be thought of as mutually beneficial relationships where
each of you can provide something the other side needs.
For example, you provide services, your client provides you revenue; you provide added
value to your clients with educational seminars, they reward you with referrals of new,
pre­-qualified prospects.
With a focus on building deeper client relationships and identifying their business needs,
sales doesn’t have to be a negative or daunting concept.
Kort Mehrle
A degree in Economics with a focus in International Studies from Lawrence
University. She is a Marketing and Sales consultant for Clear Biz, focusing
on their expansion into the United States.
CLEAR BIZ
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