If you think “sales” is a dirty word in the world of tax resolution, think again.
Too many tax pros hesitate to embrace sales as a skillset, worried that it feels “pushy” or “inauthentic.” But if you’re serious about growing your practice, mastering ethical and effective sales is not optional—it’s essential. At the end of the day, no matter how good you are at resolving IRS problems, if you can’t communicate your value and close the deal, you’re leaving money—and impact—on the table.
“Nothing happens until someone sells something.” – Zig Ziglar
Selling Is Serving
In tax resolution, sales isn’t about convincing someone to buy something they don’t need. It’s about helping someone take action on something they desperately do need. If a prospect has a levy, garnishment, or looming collection action, you’re not “selling” them—you’re offering a solution to a real problem. You are the doctor trying relieve their pain.
Approach the sales conversation as a diagnosis: you’re asking the right questions, listening to their pain, and presenting the best course of action. That’s not manipulation. That’s leadership.
The 3 Most Common Sales Mistakes in Tax Practices
- Talking Too Much, Listening Too Little
Your job isn’t to dazzle the client with everything you know about the IRS or tax transcripts or Form 433-A. Your job is to listen. The more you understand about their situation—financial stress, prior tax prep nightmares, fear of the IRS—the better you can position your solution. - Avoiding the Money Talk
If you stumble when quoting your fees, you lose trust. Be direct and confident. “For this type of case, our fee is $3,500. Here’s what’s included.” Let them react. Don’t discount preemptively. The right clients will pay when they understand the value. Or better yet, reframe the statement with the word “investment”. “For this type of case, the investment in our services is $3,500.” - Offering Free Work as a Way In
Free consults. Free transcript pulls. Free advice. Stop giving away your expertise. Charge for your consultations—and make it known that what you offer is premium support. As Dan says often: “People value what they pay for.” or said another way “If people will pay, they will pay attention!”
Build a Sales Process That Works
Here’s how to set yourself up for consistent closes, without the stress or sleaze.
Qualify Before You Call
Use a pre-consultation questionnaire to screen for serious prospects. They should not even be talking to you (wasting your time), unless they answer the questions and their answers reach a certain level of criteria (such as do they owe over $10,000 to the IRS). Ask about IRS debt size, current compliance, business type, and expectations/results. You want to talk to people who are ready to act.
Create a Sales Script
This isn’t about being robotic. It’s about creating a structure that helps you stay focused. A strong script includes:
- Intro and rapport building
- Questions about pain points and goals
- Clear explanation of your service
- Pricing and payment terms
- Next steps
Role-play with your team or record yourself to improve delivery. Confidence is built through repetition.
Offer Tiered Solutions
Not everyone is ready to commit to a $3-5K retainer up front—and that’s okay. Offer multiple entry points: maybe a paid consult, a case review, or audit defense on a flat fee. Let them choose what fits, without compromising your value.
Track Your Close Rate
If you’re not tracking your consultations and conversions, you’re flying blind. Record:
- Number of leads contacted
- Number of consults booked
- Number of clients closed
- Total sales value
Aim for at least a 50% close rate. If you’re below that, review your process and practice your pitch.
The IRS Doesn’t Wait—And Neither Should You
When you help a client resolve their IRS issue, you’re changing lives. That starts with getting them to say “yes.”
Sales isn’t about pressure. It’s about clarity, confidence, and leadership. The better you get at sales, the more impact you can have—and the more income you can earn for yourself, your family, and your team.
“Selling is essentially a transfer of confidence.” – Jordan Belfort
At the Tax Resolution Academy®, we train practitioners to lead with value, speak with authority, and close with integrity. If you’re ready to grow your practice and stop leaving money on the table, make sales your next skill upgrade.
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Here’s to working smarter, not harder!
And a brighter future for your tax practice!
If you want to know more consider joining the Tax Resolution Academy® by clicking this link to earn your Certified Taxpayer Representative™ (CTR™) certification
I hope this helps.
If you have any questions, please reach out to us.
I would love to hear your thoughts, challenges, and successes in writing your very own book.
Have a GREAT day,
Cordially,
Dan
Dan Henn, CPA, CTR™
Co-Founder, Tax Resolution Academy®
Managing Member
Tax Pro Academy, LLC
P.S. Want to learn more about the Tax Resolution Academy®, go to https://community.taxresolutionacademy.com.
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