I have often heard from accountants that they are not particularly good sales people or that they do not enjoy selling. To be frank, when it comes to compliance selling is not really required. The service is a need based one that most clients cannot do themselves. In addition, the ATO does a great job of selling on our behalf. When it comes to business advisory services you really do need to sell this want based service. Here are a few tips that may help.

1. Know how to explain simply to clients the products and services your firm offers. Understand both the features and benefits of each product and service from the client’s perspective.
2. Develop your staff’s soft skills, in particular basic selling skills. Give them the skills to ask the right questions, handle objections and introduce and present new ideas to clients.
3. Promote products and services based on benefits – not features or functions. Remember the key selling acronym – FFB. You can interest a client with a feature, further support that interests with a function, however ultimately clients buy on benefits.
4. Use some time at staff meetings to share experiences about promoting products and services to clients. These are great opportunities to learn new techniques and review performance for handling these situations.
5. Have staff members role-play a client meeting where a new product or service is to be discussed. Role-plays build confidence and help team members prepare for objections and reactions.

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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