Five Sales Secrets for CPAs

"Over the last 20 years I have delivered customized sales training for over 500 CPA firms and have eight published books on selling professional services," writes Allan Boress, CPA, CFE, on AccountingWEB. "Unfortunately, we were never taught in school how to bring in business. And most CPAs and consultants make these costly mistakes without realizing it."

His "Hidden Sales Secrets for CPAs" include:

#5: Learn how to state your idea concisely – and quickly - in a manner people
understand and see value in immediately.

#4: Never conduct the initial sales interview on the client’s turf.

#3: Learn to listen to the client without interruption, without interjecting your brilliant ideas at the wrong time, by not using unexplained terms of law, and being so open that they are open with you.

#2: There must be enough marketing and contact to catch the potential client at the right time in the buying cycle.

#1: Utilizing a systematic approach to conducting a sales examination is critical. It will tell you where you are in the sales process, and inform you if and when to close the sale or secure commitments.

Read it, print it, save it - it's an excellent primer on sales which - whether we want to admit it or not - is something all of us have to think about.

The 5 Hidden Secrets to Boost Your Sales Now [AccountingWEB]