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Sales: Prospect Personality Types - Review

What does a 'Needs-A-Daddy' personality type respond well to?

A well-dressed person.

A confident presentation.

A good price break.

A program that includes financial planning.

What is a good talking point for the personality type "Young Mr. Business Man."

Bring up your experiences.

Discuss compliance and the importance of it.

Find common ground outside of business to discuss.

Stress the consultation, 'CFO for hire', 'Growth Partner'.

What is a great probing question to get the attention of the prospect?

How long have you been in business?

What tax saving strategies has your current accountant implemented in the last 12 months?

What is your current accountant paying you?

What is your budget for accounting services?

What is the best way to handle the "Co-conspirator"?

Do a T Chart and show the benefits and drawbacks.

Break out your monthly rate to hourly for a benefit.

Discussing acting as a watch dog - "If I can find it, so can they."

Discussing the ability to franchise their idea.

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