BigAccounting - Will It Eat BigLaw's Lunch

Jane Genova: Speechwriter - Ghostwriter

Their edge includes strong branding, ability to cross-sell to their current client base, and a menu of services broader than simply legal. Clients and prospects also may prefer one-stop shopping since it can give them leverage in negotiating billing.   Branding careers Current Affairs Games legal Personal Musings Rebranding SellingIn 2015, The Economist predicted that the accounting firms will begin competing with the law firms in the U.S.

Random Acts of Inspired Selling

Jane Genova: Speechwriter - Ghostwriter

Most of time, we can't predict those random acts of inspired selling. Stay connected to prospect.   One way to remain aligned with prospect is to continue to ask questions.   At that point we have led the prospect through several doors.  Tell the prospect you want the sale and what will it take to get it. The odds are the prospect will then speak.   Cross sell.  Admit it.

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The Rental Economy: That changes the rhetoric of sales, pitching

Jane Genova: Speechwriter - Ghostwriter

Instead of embedding in the selling process or pitch language about The Relationship, the words and tone are focused on one product or service in concrete ways.  There is also less room to upsell or cross sell

The New Risk-Aversion: Buttoned-Down Pitching

Jane Genova: Speechwriter - Ghostwriter

Selling into a trend, ahead of a trend, or making it known you know the trend has peaked.    That's how we consultants develop new business and cross-sell to current clients.   Low-key, listening, and attempting to be useful make the prospect feel safe.    At various points in that continuum, ask prospects if they want to continue.    This not only makes prospects feel safe.  Tags: Selling