Accountants don’t pitch

Okay, most accountants are not comfortable making a sales pitch for new business.  But, who among you wouldn’t jump at the opportunity to present clients with your specific expertise?

A managing partner recently explained to me, “we now speak of growth, not sales and marketing.”  At first I thought he was joking. He wasn’t.

It seems a little ironic that in a time when most firms need new clients and to expand services in existing clients, that leadership would avoid talking about selling.  How can we separate sales from growth?  Growth is what you get after having made a successful sale.  No sale, no growth.

“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own” Henry Ford

May I suggest that Henry Ford’s words have captured the art of the sale.  The ability to grasp the clients point of view and see things from the clients angle, as well as your own.  That is the essence of a great sale.

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10-23-10

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