In my last post I spoke of accountants not being particularly good sales people and that they generally do not selling. Creating a want based service is very different from a needs based service. Perhaps selling is the wrong word to use on this occasion.

Business Advisory Selling Tips – Part Two

Maybe it should be taking the client on a journey to building a better more profitable, cash flow strong and return generating business. Naturally this takes practice however remember repetition breeds learning!

Here are the remaining five tips to help you sell more business advisory services.

  1. Ensure staff are thoroughly trained in all new products and services, as they are introduced. Keeping staff knowledge current is paramount to successful implementation and ongoing management of business advisory service offerings.

  2. Develop one-page summaries of each product or service noting key features or technical details. Do not use these with clients however, build knowledge and confidence by reviewing before meetings.

  3. Immediately address a client objection. An objection to a product or service, or its features, suggests the client has some level of interest. 

  4. Have well-structured procedures and systems in place if a client decides to buy. Staff should know exactly what to do if a client decides to go ahead. Getting buy in and failing to deliver is not acceptable.

  5. Include referral targets in staff key performance indicators and monitor progress to budgets regularly. Reward those who succeed and performance manage those who need additional support.

Help to enhance your firms value added sales strategies at the Smithink Business Advisory Conference at Hamilton Island on 30 -31 May 2016. For further details click here.

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Mark Holton Smithink