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 since invested over 20 years helping business owners to improve their businesses with a focus on attracting new clients, better managing existing clients, developing new products, building an engaged team and strengthening internal business processes.
Colin's primary focus at PANALITIX is on product development and business improvement content. He is the author of the bestselling book “Accountants: The Natural Trusted Advisors".