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💼 How to Handle Sales Rejection in Client Advisory Services (CAS)

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📢 Struggling with sales rejections in your CAS firm? Every advisory professional faces rejection, but the key is knowing how to handle it strategically. In this episode, we break down:

✔️ The most common sales objections CAS firms face
✔️ How to position value over price in advisory services
✔️ Follow-up strategies that turn lost deals into future clients

⏱️ Chapters

00:00 - Introduction: Rejection in Client Advisory Services (CAS)
00:14 - Why Sales Rejection is Normal in CAS
00:35 - Common Objections CAS Firms Face
01:26 - Price Sensitivity vs. Value Perception
02:52 - Handling “We’ll Do It In-House” Objections
04:10 - What to Do If a Prospect Ghosts You
05:45 - Building an Effective CAS Follow-Up Cadence
07:22 - Tracking & Learning from Sales Rejections
08:30 - Final Thoughts: Turning Rejections into CAS Growth

✅ Key Takeaways for CAS Firms:
✔️ Rejection is part of the CAS sales process—don’t take it personally.
✔️ Shift the conversation from cost to value—CAS is an investment, not an expense.
✔️ Create a structured follow-up plan—lost deals today can become clients tomorrow.
✔️ Track why prospects say no—refine your positioning & messaging.
✔️ Maintain a strong pipeline—successful CAS firms focus on long-term relationships.

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Thanks for listening! Come Say Hi 👋

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

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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
Data Podcast: Data Fuel

Got a question? Text me!

On today’s episode of CAS Minute, we’re diving into the world of virtual CFO services. Unlike traditional bookkeeping or compliance work, virtual CFOs focus on solving strategic financial problems. We’ll explore what this role looks like, how to deliver it effectively, and whether it makes sense for your firm to add it as a service.

Key Takeaways:

• What a fractional CFO actually does (and what they don’t do).

• How fractional CFO services differ from standard advisory services.

• The key benefits for businesses that hire a fractional CFO.

• How to determine if offering fractional CFO services is right for your firm.

Thanks for listening! Come Say Hi 👋

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