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ENG1934 - Reimagining Cross-Selling as Cross-Solving (PST, AAM)

Jun 13, 2019 4:15pm ‐ Jun 13, 2019 5:05pm

Standard: $49.00


Your clients' experience working with your firm is your greatest differentiator and one of the key drivers of client loyalty. We've all heard the term cross-selling--but it's time for a change of mindset. When practitioners begin to re-imagine cross-selling as helping clients with solve the puzzles of both issues and opportunities facing clients' businesses, those practitioners unlock endless potential ways to endear clients, create more satisfying relationships and generate revenue.

During this session we will look at key factors in changing the dialog around doing more for existing clients by understanding the skills and behaviors professionals should practice to deepen relationships with clients and begin to become a true advisor. We'll discuss what cross-solving looks like and more importantly, how to communicate to clients the value you are delivering.

After completing this session participants will be able to:

  1. Understand the mindset of cross-solving.
  2. Talk with clients about how the value you create solves their issues and/or helps them take advantage of opportunities.
  3. Help their firms drive top-line revenue growth through client relationships.
  4. Meet needs as clients' demands evolve and keep their firm relevant to a market that wants more from the CPA relationship.



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