Art of the sale: Stop Selling Services, Start Selling Futures.

Most accountants have never been trained in sales and had to learn on the job. The thing is, as you stop competing on price and start offering more value with higher fees, there is a level of skill and knowledge needed to make the sale.

Any salesmen that is worth his salt would tell you, the best way to make a sale is not about telling your prospect about the 20 features of your product or service. It is rather about telling them about what is could do for them, what result it could give them or what future does it provide?

There are 3 core elements to a perfect sales call:

·        Your Prospects current situation.

·        Your Prospects desired situation.

·        Your offer that builds the bridge between them.

Take some time to explore and separate your prospects current and desired situation.

Make them understand the seriousness of their current situation with all their problems/challenges.

Go deeper into their financial and emotional motivations for why they want to get to their desired situation. Make sure you help them paint a vivid picture of the future they want.

It is a lot easier to see the value of the future you design yourself then the value of services accompanied by an array of features.

Once you have clearly separated their current and desired situations, show your prospect exactly how your offer will take them from where they are now to where they want to be. Sell them their desired situation or sell them their future!

Remember to become an expert salesman takes time and a lot of practice, to become a master takes a lifetime.