Category: Selling Tax Services

A simple way to improve your sales skills

Today I have a quick homework assignment for you.

You already know that your sales skills as a tax professional are just as important as your marketing skills, and both of these are actually more important than your tax, legal, or accounting skills.

One of the choke-points for many people when it comes to building their client base has to do with simply asking for the order. Most service professionals have an issue with this. I’m not quite sure where it comes from, but there seems to be something in our society that teaches us that it’s not OK to ask other people for stuff, especially when it comes to money.

Unfortunately, if you’re not willing to ask people for money, you’re going to starve. That’s just how it works when you’re running a business.

Now, I realize that many Tax Marketing Tips readers may be well beyond this issue, and have no problems when it comes to closing. But for those that still have any hangup whatsoever about asking for the order, I have a simple exercise to help you develop the habit of asking other people to do what you want them to do.

Here’s your homework: For the next five days, ask at least three strangers per day to give you something.

It can be something big or something small, it really doesn’t matter. What’s important is to wire your brain to understand that it’s perfectly OK to ask strangers for something.

Opportunities exist all around us to ask strangers for things. If you’re at the grocery store, ask somebody if they can reach something for you on a top or bottom shelf, even if you later don’t buy it. At checkout, ask the person behind you if they have a pen so you can write your check.

If you are a customer in a service situation, ask for something extra, that may require a little effort from the service person. Checking into a hotel? Ask for extra pillows or towels. Eating out at a restaurant? Ask your server for a side garnish or sauce – something unusual that may not ordinarily go with what you ordered.

If you’re single, this gets really fun. Asking three people per day for their number not only helps your sales skills, but you just might meet the love of your life (hey, you never know!).

Overhear two people talking about their taxes? It’s a … Continue reading

Close more tax resolution sales today

The past few weeks I’ve touched on quite a few aspects of what you should do to close more sales, particularly within the tax resolution space.

It’s such a big topic, with so many details and intricacies that I can’t possibly cover in this newsletter, that I decided to create a new course covering the topic in depth. If you have in-depth questions about the tax resolution sales process, then this course is for you.

This course will walk you through the complete tax resolution sales cycle, beginning when a new prospect contacts you from your lead generation marketing. You will gain a better understanding of the consultation stage, learn how to simply and effectively close sales, and how to increase sales closing rates over time via effective post-consultation followup.

The needs-analysis based, consultative selling system taught in this course removes all sales pressure from the interaction, both for yourself and your prospective client. You will not only give more consultations, but close more of them, and each consultation will be more effective for both yourself and your prospect.

In addition, you’re going to get an “outside the industry” perspective on sales techniques. While our services don’t really require any of the “old school” sales techniques that are taught by the most well known sales trainers, I think it’s important for you to understand them and have them available to you. When you are wearing your sales hat, it is better to be prepared and have all available tools at your disposal, should you ever need them.

To recap, here is what you will you receive in this comprehensive tax resolutions sales course:

  1. Nearly two hours of video sales training that walks you step-by-step through each phase of the sales cycle, from initial prospects to collecting payment.
  2. Access to the 1-hour audio presentation titled “Timeless Face To Face Sales Strategies”, which gives you insights into the sales process from outside the tax universe.

Whether you need a comprehensive closer training program for your firm, or are a solo practitioner wanting to learn how to close the deal, then this course is for you.

Update: This course is now part of the comprehensive tax resolution marketing program.

Continue reading

The natural way to close sales

In my last article, I discussed one of the things that causes the most stress for tax professionals: sales resistance. In this article, we’ll discuss closing, and how closing really isn’t stressful at all if handled properly.

As mentioned the other day, most of the job of “selling” ourselves is done via our educational marketing. Remember, if they’ll meet with us, they’ll hire us. As long as you maintain this frame of mind, sales really isn’t stressful at all.

The end goal of a prospect meeting or consultation is, of course, to have the client hire us. While most sales people have to use various sales “tactics” in order to close their sales, there really are no tactics, tricks, or techniques required for us to close a sale.

Why is this?

After reaching an understanding of our prospect’s problem, we do what we do best and lay out the steps to solving that problem. Once our prospect understands what we’re going to do for them to fix their tax problem, the next logical step is to get implement that solution.

The segue between offering a solution and “closing” is so simple for us that sales people in other industries should be jealous. In order to implement a tax resolution process, we absolutely must have a signed Power of Attorney. This fact is generally mentioned somewhere along the line in our presentation of the tax solution steps, so our prospect knows that it’s coming.

All that we need to say is, “In order to get started with researching what the IRS has on file, we need to have a signed Power of Attorney on file…” After they have signed a Power of Attorney, they have a pen in hand and are now mentally in the mode of expecting to sign things. This makes a signed engagement letter easy to come by next, which is naturally followed by obtaining a check or signed payment form.

This natural progression from one necessary element to the next is definitely unique to our industry. Having been in other sales professions in the past, I can tell you that it really is a different closing situation when selling other products, such as newspaper advertising or well drilling (both of which are things I’ve sold in the past).

Next week, we will be releasing our next training course. This sales training course will cover the complete tax resolution sales cycle from initial … Continue reading