Power Up Your Profits: 31 Days to Better SellingJohn Wiley & Sons, 21/01/2005 - 304 من الصفحات Expert guidance for CPAs who want to become marketing savvy, improve profits, and gain satisfaction This updated Second Edition demonstrates how combining the power of trust with the power of persuasion can help CPAs sell their services more effectively. Each chapter develops a key concept of marketing or selling that's easy to follow and shows how to apply the concepts to any CPA practice. Through a step-by-step approach to developing and mastering a stronger marketing and sales presence, this book focuses on how to dramatically enhance the reader's growth potential. It presents real-world examples from top CPA rainmakers and other marketing and management gurus, including Tom Peters. This updated second edition offers interviews covering Sarbanes-Oxley and the new accounting rules. Troy Waugh, CPA (Nashville, TN), is founder, President, and CEO of The Rainmaker Academy, a comprehensive three-year leadership, client service, and practice development training program for CPAs. |
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الصفحة 8
... Terry Orr, a partner with BDO Seidman in Dallas, Texas, says, “I really view almost everything I do every day as selling. There are times when you are not in front of a client or a prospect, but I spend at least 50 percent of my time ...
... Terry Orr, a partner with BDO Seidman in Dallas, Texas, says, “I really view almost everything I do every day as selling. There are times when you are not in front of a client or a prospect, but I spend at least 50 percent of my time ...
الصفحة 10
... Terry Orr wanted to ascend to partner, he was required for the first time to bring in $50,000 of new business. He had not attracted any new business in nine years. Orr says, “It shook me for 10 Better Selling Starts with You.
... Terry Orr wanted to ascend to partner, he was required for the first time to bring in $50,000 of new business. He had not attracted any new business in nine years. Orr says, “It shook me for 10 Better Selling Starts with You.
الصفحة 26
... Terry Orr's managing partner told him that to make partner he would need to bring in $50,000 of new client business, he went into action. “My first attempts were simply going around to people that I knew, friends and people I'd worked ...
... Terry Orr's managing partner told him that to make partner he would need to bring in $50,000 of new client business, he went into action. “My first attempts were simply going around to people that I knew, friends and people I'd worked ...
الصفحة 33
... Terry Orr says, “There is a part of marketing that is just gathering the business cards and making the calls. Contacting and staying in touch with people you've met is an essential part of selling.” 2. The absolute best source of ...
... Terry Orr says, “There is a part of marketing that is just gathering the business cards and making the calls. Contacting and staying in touch with people you've met is an essential part of selling.” 2. The absolute best source of ...
الصفحة 37
... Terry Orr of Belew Averitt says, “When I focus on wants, I receive a much higher price for audit or tax work. It's usually been the result of sitting down and understanding where the company is going. We understand they need an audit ...
... Terry Orr of Belew Averitt says, “When I focus on wants, I receive a much higher price for audit or tax work. It's usually been the result of sitting down and understanding where the company is going. We understand they need an audit ...
المحتوى
1 | |
Part Two Target Better Clients | 59 |
Part Three Better Selling Helps Your Clients | 135 |
Part Four Power Tools for Better Selling | 173 |
Part Five All Selling Is Personal Selling | 229 |
Part Six Extend Your Profits | 295 |
Notes | 331 |
Bibliography | 337 |
Index | 339 |
طبعات أخرى - عرض جميع المقتطفات
Power Up Your Profits: 31 Days to Better Selling <span dir=ltr>Troy Waugh</span> لا تتوفر معاينة - 2005 |
Power Up Your Profits: 31 Days to Better Selling <span dir=ltr>Troy Waugh</span> لا تتوفر معاينة - 2004 |
عبارات ومصطلحات مألوفة
accounting firms accounting services advertising attorneys attract audit Bailey Browne BDO Seidman benefits best clients better Bill Bill Jenkins Bob Gaida build clients communication compete competition consulting contacts cost CPA firms create Crowe Chizek customers decision develop employees existing clients fees Fingland firm’s focus focused going Harvey Mackay hire important industry interest investment keep Ken Blanchard KPMG Kruse leads listen managing partner marketing and sales marketing budget marketing program meet Mike Kruse Moss Adams newsletter niche percent permission marketing person potential practice professional profits proposal questions Rainmaker Academy referral sources relationship revenue RSM McGladrey SALES LEADER Sarbanes-Oxley Act says sellers selling seminar Seth Godin skills staff members strategy success talk target tell Terry Orr things today’s trust
مقاطع مشهورة
الصفحة 27 - Most people give up just when they're about to achieve success. They quit on the one-yard line. They give up at the last minute of the game one foot from a winning touchdown.
الصفحة 122 - Method goes far to prevent trouble in business ; for it makes the task easy, hinders confusion, saves abundance of time, and instructs those that have business depending, what to do, and what to hope.
الصفحة 277 - When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion, creatures bristling with prejudice and motivated by pride and vanity.
الصفحة 69 - You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.
الصفحة 11 - I believe that anyone can conquer fear by doing the things he fears to do, provided he keeps doing them until he gets a record of successful experiences behind him.
الصفحة 143 - We are all salesmen, every day of our lives. We are selling our ideas, our plans, our enthusiasm to those with whom we come in contact.
الصفحة 245 - Patience is a most necessary qualification for business ; many a man would rather you heard his story, than granted his request. One must seem to hear the unreasonable demands of the petulant, unmoved, and the tedious details of the dull, untired. That is the least price that a man must pay for a high station.
الصفحة 23 - Any fact facing us is not as important as our attitude toward it, for that determines our success or failure.
الصفحة 43 - But positioning is not what you do to a product. Positioning is what you do to the mind of the prospect.