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.

Martin Bissett

Founder of The Bissett Group

Martin Bissett has worked with over 2,000 accounting firms across 44+ countries since 1998, helping them generate over £500m in recurring fees. As an advisor to accounting firms and FinTech companies at board level, his clients include major names like Intuit, Dext, Xero, IRIS, and ICAEW.

A prolific speaker and author, Martin delivers 10-20 keynotes annually and has written 14 books, including the bestseller Passport to Partnership and Never Mind The Bullets. His work is part of accounting curricula in both the UK and US.

Martin’s career spans the globe, including 23 US states, and his expertise has earned him global recognition. More recently, he has published children’s literature with The Climb and Letting Go, with another release planned for 2025.

What's Inside?

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    How To Resolve Concerns

    • How to Resolve Concerns

    • How to Resolve Concerns