How to Resolve Concerns

...and not take it personally

Concerns are always a sign of interest and rarely, if ever, do they constitute a final, immovable 'no'.

Yet that is how we hear them.

We are naturally averse to personal rejection, and when a prospect does not like our proposal enough to change their accounting firm on the basis of it, it feels like a personal rejection.

In this guide, you will learn to identify the 4 types of concern, and a 2-step approach, on how to deal with concerns with enthusiasm rather than a blockade preventing you from winning a new client.

Taken from the 'Selling in Practice Series' by Martin Bissett.

Meet Martin Bissett

Founder of The Bissett Group

Martin Bissett is the founder of the Bissett Group of companies that provide practice and personal growth communities, content, and continuing education exclusively to the accounting and bookkeeping professions worldwide.

Previously he established a high six-figure consulting firm while serving as a keynote speaker with over 100 one-off and repeat engagements to his name, as well as becoming the most published author on his topics of specialism with 11 books including 1 bestseller.

Since 1998, he has played a major part in working with over 1800 accounting firms in over 40 countries. These projects have led to those firms acquiring over £500m of recurring fees before inflationary increases, referrals and upselling are factored in. He stopped keeping track of this number over 5 years ago.

Martin now advises both accounting practitioners and FinTech companies alike, at board level.  

What's Inside?

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    How To Resolve Concerns

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