Closing the Sale – It’s Not a Four Letter Word
As Accountants we’ve gone through thousands of hours of technical training, but very limited…..if any……sales training.
In this video I talk directly about this “taboo subject” for accountants to remind us we are in sales too.
Remember: Sale is NOT a Four Letter Word
One other question – do you have an opinion about delegating the sales to a designated, well-trained sales person?
I definitely don’t recommend using a separate sales person. The sale needs to be made by the accountant themselves. This is part of the relationship building that should be done to get to Know your Client. You want to make a personal connection with them (and they with you). To delegate sales to someone else puts a disconnect between you and your client. This is a skill that we not only need but want to perfect to maximize our success.
Erik, couldn’t agree more with your ” sales ” comments. As a now retired sales and marketing professional it’s paramount to understand and use the four letter word successfully. When a sale is ” closed “, I believe it advertises your business for future clients.
As a well seasoned sales professional you know how important it is to not shy away from the sale (and especially the all important close). What seems second nature and common sense to yourself can sometimes be a “unnatural” and awkward proposition for those in the accounting profession. There’s a lot accountants can learn from you.