Somerset Accountant On: A Different Perspective on Sales

Somerset Accountant On: A Different Perspective on Sales

February  25, 2012

Firstly — a quick reminder for those of you working under a corporate status: we gotta file those returns for you by March 15th — so help us help you! Send us anything we’ve been asking for … today? 🙂

Secondly, I’ve received some questions from local small business owner clients here in the Somerset Area area about why a tax professional would write so much about sales and marketing, when I’m in the tax and accounting business.

Well, we’re certainly not marketing “gurus” around here, but we do hope to demonstrate our good will and care for the things which can make the biggest difference in both your top and your bottom lines.

So we do this by passing along the solid business-building information we come across and put together on our own.And, of course, we love to help Somerset Area small businesses cut expenses and grow profits. Well, to that end, I’ve got a little story here, which is useful to model when it comes to how you present your products and services. I want to push your thinking OUT of the conventional way you may be presenting your business offerings. In fact, it’s something I’m always looking to improve in my own processes, and which I know works.

A Different Perspective on Sales (from a Somerset Area Accountant Who Cares)Despite the recent news about the cafeteria workers from North Carolina, please simply receive this story for what it teaches about SALES. This is a politics-free zone, ok?

A new manager was assigned to the local elementary school cafeteria. She was specifically responsible for encouraging the children who were being served to eat more fruits and vegetables.

Now, most of the children didn’t care for the apples, and generally passed the person serving them without taking any. After a while, the manager suggested that the worker change his serving tactic. Rather than asking the children if they “would like any apples,” he simply said, “One apple or two?” Most of the children went away with at least one apple on their plate.

How many times do you give your prospects/customers a chance to “slip” away without a sell? Is the way you sell to your customers making the most of your products/services? Now, I’m not suggesting that your prospects are children, per se (unless they are, of course)– but the fact is that sometimes, prospects and customers simply need a push in the right direction.

A few other tidbits…

Always speak about your products/services with enthusiasm

Assume your prospect/customer wants/needs what you have to offer

Use encouraging words and phrases such as “when you buy this product” versus “if you buy this product”

Ask for the sale! Later … ask again!

And when you DO ask, present it in a “Yes/Yes” format, instead of “Yes/No.”

Follow these tips and you’ll be surprised at the number of customers that walk away with your products and services.