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Self-Study CPE
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Overcomingobjections whetstone


Cost Free   CPE Credits 1.0 hour   Subject Area Personal Development  Course Level Basic  Instructional Method Group Internet Based  Prerequisites None  Advanced Preparation None  Who should attend? CPA - small firm
CPA - medium firm
CPA - large firm
Course Description

Learning to overcome objections is critical to successfully developing business with both current and new clients. As practitioners, hearing a client or prospect raise objections to an idea in which we believe is not only frustrating, but can also cause us to abandon our sales efforts. In this session participants will understand how to see objections in a different light -- not as a barrier but as an opportunity. How and what we communicate during this process is critical to success. Through proven techniques and interactive exercises attendees will learn skills to address objections, keep the sales process moving, deepen trust with clients and potential clients and ultimately win more business.

After completing this session participants will understand how to:

  • See objections as opportunities.

  • Connect services to needs to create solutions.

  • Persuade decision makers to take action.

  • Use proven techniques to keep the sales process moving.

  • Overcome common objections to your solutions.

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Carrie is a founding shareholder and President of The Whetstone Group, Inc. Since 2000 Whetstone has provided growth consulting services to hundreds of CPA firms nationwide. She has more than 20 years of CPA firm marketing experience.

Carrie helps clients:

  • Build a sustainable growth culture and improve employee engagement
  • Develop a firm vision for growth and effective top-line growth plans
  • Establish systems of accountability for business development
  • Improve sales results to maximize ROI on marketing


She is also a skilled trainer, providing group sales training, curriculum development, and one-on-one coaching that enables attendees to better understand the sales cycle and develop the personal skills necessary to close sales. Firm leaders, practitioners, marketing professionals benefit from her knowledge and dynamic approach.

Before joining Whetstone, Carrie was an in-house marketing director in the national marketing office of RSM McGladrey, Inc.

Carrie has presented for the AICPA, the Association for Accounting Marketing’s (AAM) Annual Summit, the Indiana CPA Society, DFK USA’s Annual Growth Summit, Moore Stephens North America, MSI Global Alliance’s International Managing Partner Con- ference, BKR’s Annual Marketing Meeting, Allinial Global, AGN MAP Conference and The International Group of Accounting Firms (IGAF). She has been published in the AAM’s MarkeTrends, The Journal of Accountancy and the CPA Practice Management Forum. She is a co-author of “Bridging the Gap: Strengthening the Connection between Current and Emerging Leaders in the CPA Profession”.

Carrie is Vice-President of the CPA Consultants’ Alliance (CPACA), a working group of thought leaders within the CPA profession. She is also the current Treasurer of the National Association of Accounting Marketing’s (AAM's) Board of Directors, past Chair of AAM’s Education Committee and a member of The CPA Consultants’ Trust.

Handout Materials
Presentation Slides
Frequently Asked Questions
  • To receive CPE credit for the event, you must register for the webcast prior to the start of each program.
  • CPE is available to all eligible participants within 24 hours of each webinar.
  • Multiple attendees: In order to receive CPE for multiple attendees, ensure that at least one person signs up for the webinar. At the completion of the webinar a proctor form is provided. Alternatively, you may also login to your account following the webinar and click on the MY ACCOUNT button where you will find a link to the proctor letter.


NASBA Approved (Sponsor Id#: 111889) is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: 1685 S. Colorado Blvd, Suite #205, Denver, CO 80222

About Our Presenter


A Whetstone is a tool used to sharpen a cutting edge. Although a simple tool, it must be applied correctly to be effective. The Whetstone Group’s mission is to help our clients improve value drivers and hone their competitive edge. Each tool has been tested and refined by professionals with decades of experience in the accounting profession. When applied properly these tools can restore your sharp focus and offer you new ways to not only compete, but also grow.

In August of 2000 Larry Bildstein and Carrie Steffen founded The Whetstone Group. Combining their knowledge of the accounting profession, Larry’s experience as a regional managing partner with RSM McGladrey and Carrie’s leadership in the RSM’s national marketing office, The Whetstone Group offers CPA firms nationwide proven and effective tools for top-line growth and increasing firm value.