This is part 1 of a 2-part article
Firstly, let’s consider the word ‘pushy’ and who it is thinking you are pushy?
Is it the potential client that is thinking you are pushy or is it you who is thinking you are pushy?
Part 1 – It’s All In The Mind
Most of the time, objections that defeat the accountant are in the mind of the accountant and not in the prospect’s head.
As an accountant, when you go and try to win new work, the doubt, the objections and concerns, the price resistance; it’s all with you, and not with the prospect.