Two beliefs you can’t afford

Here are two beliefs that will guarantee falling short of your revenue targets this year…

First, accepting that the current economic difficulty is your lot in life.This attitude may be convenient and even true to a some degree.  But, it is disastrous.  To drift along thinking that this is just the way things are for now will leave you up stream without a paddle.  Too many professionals are far too willing to ride the economic ups and downs, taking only what comes their way.

Second, thinking you can’t do anything about it. Of course you can do something about it.  The economy doesn’t determine your income or productivity.  Your philosophy on attracting and serving clients determines your income.  Is your philosophy one of  scarcity or abundance?


5 traits of top producers

The audit partner said with sincerity, “If I had known this job involved such a focus on sales, I would have chosen a different career.”

Most professionals find themselves being pressured to sell more work in this economy.  So, if you’re one of those people who prefer to deliver the work rather than making sales calls, what are you to do?

Consider emulating your peers for whom rain making comes natural. Find out how they do it and what drives them to succeed.  Then go and do likewise.  If you will interview them, here are a few things you might expect to learn.

1.  Relentless focus on the client, not on their feelings about prospecting

2.  Probing and getting the client to share information on their problems energizes them

3.  Confidence in their ability, and that of their team, to deliver a great solution permeates their persona

4.  Passion about their area of expertise that is convincing and influences the client to buy

5.  Genuine connection with key people in the client organization and demonstrating a sincere commitment to helping them succeed

You may also learn that the top producers are driven by fear. Fear is a good thing.  The fear of not being your best, not succeeding, or not delivering on commitments made to colleagues and family, keeps most of us productive when we want to quit.

No matter how you’re hard wired or what your personality, you can do these things as well.  Master them.


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.