Accountants can sell! What do you do every day as an Accountant? You find client issues and you solve them. Every day you are doing this. It’s the same with being successful at sales. You find what your clients need and then you convey the benefits of them buying what they need to buy.
To be successful at sales you have to proactively speak with people. That means you have to get out from behind your desk and go and visit people or meet with people who would be classed as a qualified enquiry. To do that you need to shake out of what we call ‘limiting sales beliefs’. It’s all the ‘mind chatter’ that goes on when you are confronted with the reality that to serve your clients properly you need to make some sales.
Accountants can be really good at sales – with ‘guru like’ status. If you have the inclination, being successful at sales is a skill that you can learn. It involves scripts, dialogues, practice, asking questions and following a sales process. The first thing to remember with sales is why people buy professional services – particularly services over and above compliance-based services - your value-added services.
About the Author
Colin DunnDirector & Co-founder at PANALITIX
Colin is a Chartered Accountant who, having spent almost 10 years with one of the fastest growing and most innovative firms in the UK, has spent the last 19 years working exclusively with the Accounting profession with a focus on helping them implement business advisory services with their clients. He is passionate about helping turn Accounting practices into Accounting businesses and holds a Bachelor of Arts (Hons) and is a qualified ACA. Colin is relentless in the pursuit of improving the performance of every firm he coaches.
Colin is the brains behind ENGAGER (previously the PANALITIX app), TRUST and Proactive Success System, PANALITIX’s three cloud applications for Accountants.
He is also a prodigious author and generator of content, primarily in the form of ‘how to’ material to enable Accountants to respond to client needs with value-based services. He is the author of the bestselling book “Accountants: The Natural Trusted Advisors.”