Many CPAs avoid the topic of selling - they associate sales with the gross, pushy, slimy sales conversations they have had in the past, and believe that anything to do with sales is a necessary evil, best avoided at all costs. They build their...
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Many CPAs avoid the topic of selling - they associate sales with the gross, pushy, slimy sales conversations they have had in the past, and believe that anything to do with sales is a necessary evil, best avoided at all costs.
They build their business on a false premise: that sales conversations are bad.
This does a disservice to their prospects and their clients, who may be looking for solutions the CPA offers.
Today I speak with Debra Angilleta.
Debra is a founder and creator of "Sales Mastery" – A personal (and proven!) online e-course that shows business owners how to become more consultative so that they can become the go-to-expert and get the right clients to easily say "YES" to offers.
Debra has spent 30 years in the sales trenches and has made more than 20,000 sales calls. She knows EXACTLY what works (and what doesn't!) when it comes to showcasing value rather than simply talking about it.
Debra routinely helps her clients sign more engagement letters with ease.
Top Take-Aways from our conversation:
Becoming better at sales gets you out of the day-to-day
You will serve your clients better and at a higher level when you master sales conversations. It allows you to give the maximum service that your clients are seeking, thereby improving your clients’ results. It keeps you focused on outcomes for your clients, rather than what can be the minutiae of tax and accounting. In short, it helps you become a Trusted Advisor Business Advisor.
Relax into your expertise.
You know tax and accounting like the back of your hand. Your clients likely don’t. Forget the notion that you have to have all the answers – your clients are coming to you because you are the person who can help them figure out the answers. Do don’t put on a dog and pony show, there is no need to perform. Instead, listen to what your clients need and serve from there.
Listen to your gut.
When your intuition wants to speak something, let it. This may sound woo, but the more you can trust yourself, the more value you will provide. Don’t stifle the wisdom that arises from within.
Rather than wait for your clients to pick up the phone, go to them first. Don’t lull yourself into believing “they’ll call me if they need something.” They might not. Especially if you bill hourly, then almost for sure they will only call if it’s absolutely necessary. Most people will avoid calling at all costs when they are concerned the meter could be running.
Pull out pain points.
You can uncover opportunities to help your clients by exploring what their plans are, and what their roadblocks are.
Connect with Debra:
Free 5-day email course - Better Pricing Strategies for CPAs
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