Many CPAs picture the selling cycle as something like this: Have a meeting where you identify a need, write a proposal, sit down with the prospect and walk out with the business.I call it the two-call close, and it's often more of a fantasy than a formula.

Successful selling is a process, not an event. And it takes time and patience. Plan your steps strategically and you'll get the business more often. It will take a little time, but you'll end up not just with the low-hanging fruit, but with a relationship that will continue to yield business over the long haul.

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