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.


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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

If they’ll meet with you, they’ll hire you

The component of new client acquisition that stresses out most tax practitioners more than anything else is the sales component. I believe that the sales component is actually the easiest part.

Even though a consultative nature tends to be well ingrained in most tax and accounting professionals because of our academic training, putting on a “salesperson” hat makes most professionals cringe.

I’d like to share two realities of sales as a tax professional, however. Both of these realities completely take away the two biggest stressors of the sales component.

Unlike many other sales professions (yes, we’re in a sales profession — this is a fact that every practitioner simply has to accept), there really isn’t a whole lot of sales resistance once we’re actually face to face with a prospect. In fact, most other sales professionals would be envious of the position we’re in.

By the very nature of what we do, our closing ratio is unusually high. While many sales professionals in numerous industries (such as advertising media, household goods, industrial equipment, etc.) are excited to close 1 in 20 prospects, such a closing rate would be abysmal for us. While 100% isn’t to be expected, high double digit percentage is.

Basically, here’s how I sum up the “sales” side of being a tax professional: If they’ll meet with you, they’ll hire you.

With out marketing, we establish ourselves as an expert in our field, and position ourselves on the “right side of the desk” in the eyes of our prospects. By the time they actually come in for a consultation, they’re essentially already sold, otherwise they wouldn’t have met with us.

Again, not every person that meets with us is actually going to hire us on the spot. But, with proper long-term followup via a regular “touch” program, it’s possible to get pretty close to 100%. A 20% to 50% closing rate on the first appointment is not only achievable, but quite common.

I have had clients that hire me on the first meeting. For example, I did a first time consultation with a new prospect over the telephone this morning, and a few hours later I have a signed 2848 in hand and a check is in the mail. However, I have had other clients that I had to keep in touch with for more than a year before they ever hired me.

Most of the job of selling ourselves is done … Continue reading