bonus

Why Didn't They Buy Part 6 - More Tips to Handle Objections

BONUS: a short bonus episode from the client's perspective - "Why Didn't They Buy Part 6 - More Tips to Handle Objections." Great CPE or CPD for accountants with tips on how to deal with pushback from potential clients in buying situations. This expands on last week's bonus show categorising the 4 kinds of objections accounting practitioners tend to face from clients resistant to buying.

Key takeaways from this episode include:

➯ the four types of objections accountants face - the put-off, the irrelevant, the half-truth and the valid, with examples of each

➯ defining objections as signals to buy and signs that the potential client requires more clarity and information

➯ the importance of welcoming objections and why accountants should want them voiced rather than kept hidden

➯ things accountants can say to elicit any buying resistance to put objections out in the open

➯ the futility of arguing with objections, and why it's better for accountants to acknowledge them in buying situations

➯ the power of scripts, come-backs and rebuttals for accountants to handle objections, as long as they are delivered naturally

➯ the power of anticipating common objections from potential buyers of accounting services

➯ a glossary of sales terms and what they really mean for non-sales people like accounting professionals and CPAs

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show's 20,000 unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.

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About the Podcast

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Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.

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About your host

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Rob Brown

Rob Brown is the founder and host of the Accounting Voices Podcast, the flagship solo show of the Accounting Voices Network. Each episode offers sharp analysis and commentary on the trends, ideas and people shaping the global accounting profession.

Through this Accounting Voices Podcast, Rob helps accounting firm leaders, decision makers and professionals stay relevant and make sense of disruption in areas like AI, automation, M&A, private equity and soft skills beyond the tech. His perspective blends clarity, insight and curiosity, making complex issues relevant and practical for professionals and decision makers across accounting and finance.

He also leads two monthly panel shows, Accounting M&A and Accounting AI, which bring together senior voices to explore consolidation, strategy and the impact of technology on firms and people.

Rob is the author of the bestselling book Build Your Reputation (Wiley) and a TEDx speaker whose talk The Personal Brand of You has more than 400,000 views. Over his career he has hosted and moderated more than 1,000 conversations with accounting and fintech leaders worldwide.

Based in Nottingham UK, Rob is a stroke survivor living with epilepsy, a black belt in kickboxing, a decent chess player and an average player of four musical instruments.