Sales: the interpersonal touch

Article Abstract:

Sales is a complicated process requiring the skills of interaction and communication. The crux of selling is personal interaction, communication, and people skills, which are every bit as important as technical expertise. Sales people need to develop a rapport with potential clients by: giving a client undivided attention; putting the prospect at ease by appearing relaxed; and by being open and responsive, which requires active listening. Sales people need a good questioning technique and must keep clients involved by limiting their own dominance of the conversation. Sales people should also recognize that it is natural for a client to resist buying and expect objections to be raised. Once raised, objections must be answered immediately. After answering objections, a good sales person attempt to close the sale.

Psychological aspects, Methods, Sales personnel, Salespeople, Sales

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It's in the post

Article Abstract:

Direct mail can be an effective marketing tool in accounting if properly planned and executed. Direct mail offers the advantages of: selectivity; complete coverage with low wastage; and high impact. Accounting businesses wishing to utilize direct marketing must pay careful attention to the proper selection and use of mailing lists. A direct mailing campaign offers: flexibility; easy pre-testing; and easy evaluation. Regular mailings can also: ensure customer loyalty; encourage more purchases; and react to the marketing efforts of competition.

Accounting and auditing, Accounting, Direct mail advertising, Direct-mail advertising

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Make your client base sparkle

Article Abstract:

A case study is presented of an unnamed accounting firm which opened a personal financial planning company and built a database of 1,400 names and addresses. Methods the company used to increase revenue by marketing to names in the data base are described.

Financial services industry, Financial services, Accounting firms, Accounting services

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