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On today’s episode of CAS Minute, we’re talking about the questions that actually move CAS deals forward. These aren’t surface-level, checkbox questions—they’re designed to uncover deeper needs, understand client expectations, and frame your services as the best solution. Whether you struggle with getting prospects to open up or you want to refine your discovery process, these questions will transform your sales conversations.

Key Takeaways:

• Why asking great questions is the key to closing CAS deals.
• The essential questions to ask in every sales conversation.
• How to guide prospects toward realizing they need your firm.
• How to use discovery questions to frame your proposal effectively.

⏳ Chapters & Timestamps
• 00:00:00 - Introduction
• 00:00:12 - Why Questions Matter More Than Your Pitch
• 00:01:14 - How to Differentiate Your Firm with Strategic Questions
• 00:02:39 - Key Questions to Uncover Client Needs
• 00:04:05 - Positioning Yourself as a Strategic Partner
• 00:05:31 - Crafting Proposals Based on Client Insights
• 00:06:14 - Becoming a High-Performing Sales Professional

Thanks for listening! Come Say Hi 👋

LinkedIn: Roman Villard, CPA
X: @FullSendCPA
YouTube: Full Send - Accounting & Data
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