Today’s Bissett Bullet: “When we can listen to our prospective client’s issues without giving away all the answers in our replies, we’ve got a chance of winning work.”
By Martin Bissett
It’s one of the hardest things to do in a professional selling situation. We want to oust the current accountant, we want to explain why we are a better choice and we want to demonstrate that we can solve their problems, but loyalty is a demanding mistress.
In the same way that our proposal should include the “what” not the “how,” we must appreciate that when we tell our prospective clients how to go about fixing their issues before we have their signature on a payment plan, we’re simply encouraging them to go back to their existing accountants and save themselves the pain of change.
Today’s To-Do:
Practice advising the prospective client “what” can be done to help them but not “how.”
See more Bissett Bullets here
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What’s Included in “Never Mind the Bullets” Digital?
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