Tuesday, June 4th, 2019

You Cannot Avoid Selling

“Approach each customer with the idea of helping him or her to solve a problem or achieve a goal, not of selling a product or service.” – Brian Tracy.

I have heard it repeated for years and years by accountants of all ages and genders – “I didn’t go into accounting to be a salesperson!”

Get over it. Everyone has something to sell. Sales is a fundamental skill. Selling is not pushing people to buy something they don’t want. Selling is moving somebody else to action. No matter what your role, you are continually selling yourself!

Firm leaders should not wait to introduce young accountants to marketing and sales. Teaching and including them at the very beginning of their career makes it a natural part of their career advancement.

Too many managers have told me that they didn’t realize the importance of marketing/sales until they were almost ready to become a partner.

In an accounting firm, the secret to practice development (bringing in clients) is to simply like people. People are naturally drawn to CPAs because they realize the knowledge you possess. Selling is also all about understanding what you are selling. Do your young accountants know?

Read this article via HBR – How to Improve Your Sales Skills Even If You’re Not a Salesperson by Rebecca Knight. Send a link to all you young accountants

  • "Keep Your Sales Pipeline Full By Prospecting Continuously. Always Have More People To See Than You Have Time To See Them."
  • Brian Tracy

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