Building The Premier Accounting Firm

Overcoming Objections and How to Negotiate w/ Michelle Weinstein

Picture of Roger Knecht

Roger Knecht

President of Universal Accounting Center

Episode Details


Overview: Overcoming Objections and How to Negotiate


Your Host: Roger Knecht, president of Universal Accounting Center

Guest Name: Michelle Weinstein


This week Roger invites back to the show, ‘The Pitch Queen’ Michelle Weinstein for a hard-hitting and informative conversation.

Michelle goes in-depth as she explains what marketing is, and the differences between marketing and sales including how and when marketing turns into sales. She also explains why we should never negotiate or lower our prices under any circumstances and talks about the different types of objections we might face and how we can overcome them and increase our closing rates.

She also talks about her experience working with the Suicide Hotline and she explains how we should help a loved one or anyone who is in a dark place in their lives. Michelle also shares some resources we or our loved ones could reach out to when we are in that dark place.


About Our Guest: Michelle Weinstein


Michelle is the founder of The Abundant Accountant and helps accountants to grow their firms to 7-figures and beyond by making selling FUN. She has successfully trained accountants, CPAs, EAs, bookkeepers, and other financial professionals how to charge higher fees and double their firm revenue.



Universal Accounting Center

  • Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.




Charge top dollar for your services

Book: Never split the difference

Get the sales training built specifically for accounting professionals so that you can Sell with Confidence by applying the principles of Strategic Selling.  Take a moment and download this overview of the process with this Cut to the Chase pdf

988 Suicide & Crisis Lifeline

The resources and information on this page are designed to help states, territories, tribes, mental health and substance use disorder professionals, and others looking for information on understanding the background, history, funding opportunities, and implementation resources for strengthening suicide prevention and mental health crisis services.


For Additional FREE Resources for accounting professionals check out this collection HERE!


Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don’t want to miss.


Remember this, Accounting Success IS Universal.

Listen to our next episode and be sure to subscribe.


Also, let us know what you think of the podcast and please share any suggestions you may have.  We look forward to your input: Podcast Feedback


For more information on how you can apply these principles in your business please visit us at or call us at 801.265.3777

Related Episodes

Robert Knecht

Effective Networking for Introverts w/ Matthew Pollard

In this episode, Universal Accounting Center President Roger Knecht dives deep into the world of accounting and bookkeeping with Matthew Pollard, a renowned expert in rapid business growth. Pollard shares his wisdom on how to transform an accounting firm into a premier establishment by leveraging

View Episode »

Subscribe To Our Podcast

Get notified when new episodes are released

Schedule an appointment at your convenience

We look forward to speaking with you

Subscribe To Our Podcast

Get notified when new episodes are released