If you’re considering selling your accounting practice, you may be tempted to go with a general business broker. After all, […]

Whether you’re looking to expand your current business or to enter the accounting industry, purchasing an accounting firm can save […]

If you’re thinking about selling your accounting practice, the first question you probably have in mind is “What is my […]

In the digital age, accounting firms need to employ a variety of digital marketing techniques in order to reach their […]

Are you thinking of selling your accounting practice? If so, there are a few things you need to consider. The […]

Here’s a strategy I’ve used late in the year for those “let’s wait until January” people. I’ve used this effectively […]

The best time management tip for sales people is to qualify prospects more effectively. Let’s say a salesperson has ten […]

Ask for referrals after the prospect says “no”. This is a very powerful technique. Why not ask? You have invested […]

The following is an interview I conducted with Pete Borelli who has been a Senior Account Executive with NCI for […]

In recent conversations with accountants and client service representatives I have heard complaints about prospects who fail to show up […]

Respond to emails with a phone call. Let’s consider for a moment what a true conversation is like. People in […]

Closing a sale — getting your prospect to say yes — can sometimes be as easy as asking for the […]

Sell your way out of problems you encounter. Are you short on cash? Are you struggling financially? Sell! When faced […]

Remember the commercial that repeatedly interrupted your favorite television show last week? Chances are you don’t – because we’ve trained […]

If you want to sell better, buy better. We expect our buyers to buy the way we buy. If you […]

The optimal salesperson uncovers the facts and the emotions from a prospect. The weather forecast calls for 2 inches of […]

As has been said many times in this newsletter, the appointment setting portion of the NCI marketing program is typically […]

Be prepared. Do some research on the business and the industry that business falls under before you go to make the […]

Sales follow-up calls are destined to fail for those who do not plan for their success.  Success doesn’t just happen.  […]

A scathing review spread across a multitude of online channels can push the calmest business owner over the edge. But […]

““If you remember that an objection is an opportunity to close, you will always be happy to hear one.”” — […]

Body language speaks louder than the words you utter and your beliefs affect your body language. If you want to […]

Business owners and individuals are searching for CPA’s over 1.2 million times each year in the U.S. So how do […]

No is the second best word in sales. The worst is thing is a no preceded by a whole bunch […]

The difference between an average salesperson and an outstanding one is usually very little. A successful salesperson will put in […]

This short 1 minute 15 second video explains the commitment you have to make if you are to get a […]

Continuing Education is required for CPAs to maintain their professional competence and provide quality professional services. NCI’s weekly coaching calls […]

Simply put, appointments are the lifeblood of any successful NCI program. In fact, a question on the Diagnostic Exam we […]

Sure, it’s an old, tired adage, but in any endeavor, practice does make perfect, or at least ongoing, significant improvement. […]

Giving your customers more ways to pay you is never bad, right? You want to reduce any barriers or friction […]

This video hits on a very important aspect of the sales process and one that is specifically emphasized in NCI’s […]

We’ve all heard it said that it’s easier to keep a happy client than to lose an unhappy one. The […]

Here’s a strategy I’ve used late in the year for those “let’s wait until January” people. I’ve used this effectively […]

I have been involved in sales for over 30 of my 51 years.  I have sold everything from lemonade and […]

I think we can all admit that McDonald’s doesn’t even come close to serving the best hamburger around, but in […]