The five steps of the sales cycle and what you need to know.
By August J. Aquila
Price It Right: How to Value Accounting Services
For a long time, the word “sales” was not an accepted word in accounting firms. Unfortunately, too many accountants associated sales work with some type of unprofessional and even unethical activity. Fortunately, those days are long gone.
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The word “sales” is not a four-letter word; it is a professional activity. People who sell make a promise of some future deliverable: “I will do this and this for you.” In turbulent times, selling is a skill that accountants must learn to be successful. Here is my definition of selling: “Selling is problem solving.” Nothing more and nothing less. It’s what you do every time you help a client with a problem. If you have been a successful new business developer, then you have been a successful salesperson.
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