{"id":69228,"date":"2021-10-13T14:06:03","date_gmt":"2021-10-13T12:06:03","guid":{"rendered":"https:\/\/www.sage.com\/en-za\/blog\/?p=69228"},"modified":"2026-01-29T15:29:39","modified_gmt":"2026-01-29T13:29:39","slug":"how-to-get-better-at-selling-your-accounting-services","status":"publish","type":"post","link":"https:\/\/www.sage.com\/en-za\/blog\/how-to-get-better-at-selling-your-accounting-services\/","title":{"rendered":"Top selling tips for your accounting services"},"content":{"rendered":"
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\n\t\t\t\t\t\t\tDaily money<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t
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\n\t\t\t\t\t\tTop selling tips for your accounting services\t\t\t\t\t<\/h1>\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t

\n\t\t\t\t\t\t\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n\t

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\n\t\t\t\n\t\t\t\t\"\"\t\t\t\tMongezi Lupindo<\/span>\n\t\t\t<\/a>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n

Selling doesn\u2019t always come easily to accounting professionals, who may be more comfortable with the technical aspects of their work. But selling is a fact of life for any business, so it pays to explore techniques to make the process easier.<\/p>\n\n\n\n

If you have an effective sales strategy in place, but your sales aren\u2019t picking up, you may need to look at how you or your team interacts with prospects. It may be worthwhile to polish up your selling skills.<\/p>\n\n\n\n

Approach your next sales call with patience, preparation, and these tips.<\/p>\n\n\n\n

Anticipate prospect objections<\/h2>\n\n\n\n

There are only so many reasons why a prospect won\u2019t buy from you, and very rarely are those reasons personal.<\/p>\n\n\n\n

Here are the most common reasons someone won\u2019t buy:<\/p>\n\n\n\n

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  • They don\u2019t need what you sell.<\/li>\n\n\n\n
  • They need it, but they\u2019re not ready to buy.<\/li>\n\n\n\n
  • They perceive the price as too high.<\/li>\n\n\n\n
  • Being prepared for these common objections can help you overcome them.<\/li>\n<\/ul>\n\n\n\n

    If the prospect doesn\u2019t need your service right now, schedule another call in three to six months to see if their position has changed.<\/p>\n\n\n\n

    If they need your service but are not ready to buy, ask what will help them make a decision now.<\/p>\n\n\n\n

    If they object to fees, talk about the value of your services. You can also mention any instalment payment options.<\/p>\n\n\n\n

    Develop a sales script<\/h2>\n\n\n\n

    Many successful sellers use a script to guide their conversations. Search online for free sales scripts and modify one to suit your needs.<\/p>\n\n\n\n

    When used correctly, a script can help you avoid being stumped with a tricky question. A script can help you keep a conversation on track to secure an order, get that appointment, or arrange another follow-up form.<\/p>\n\n\n\n

    But most importantly, using a script will help you to relax. Practice the script in advance or role-play with a colleague.<\/p>\n\n\n\n

    Follow up with each lead<\/h2>\n\n\n\n

    The biggest sin in sales is failing to follow up with a prospect. Many good opportunities are lost simply because the seller could not follow up on a conversation or presentation. Use these tips to follow up every time.<\/p>\n\n\n\n

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    • Schedule a follow-up task in your calendar or sales software and stick to it.<\/li>\n\n\n\n
    • Listen more than you talk (this is the time when the prospect will raise purchase objections, as discussed above).<\/li>\n\n\n\n
    • Allow time after the follow-up call to fulfil any requests by the prospect for more information or additional actions.<\/li>\n<\/ul>\n\n\n\n

      Remember: It takes time to get good at selling!<\/p>\n\n\n\n

      You will get better at sales over time. Not every interaction will lead to a sale, and buyer rejection of your offer is very normal\u2014just don\u2019t take it personally. Instead, focus on learning from each selling experience, and you\u2019ll find your selling skills will quickly improve.\n

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      White paper: small businesses and accountants are ready to try again <\/h2>\n\n\t\t\t\t\t\t\t\t\t
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      We surveyed 1,947 South African small businesses \u2013 the majority of which offer accounting and bookkeeping services \u2013 to find out how they\u2019re coping in the new world of work. We were curious to know what they\u2019re doing to strengthen their defences against the next disruption and how optimistic they are about the future \u2013 and we were pleasantly surprised.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\tDownload the white paper<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\"\"\t\t\t<\/div>\n<\/div>\n<\/p>\n\n\n

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      Subscribe to the Sage Advice enewsletter<\/h2>\n\n\t\t\t\t\t\t\t\t\t
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      Get a roundup of our best business advice in your inbox every month.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\tSubscribe<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\"\"\t\t\t<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

      Selling doesn\u2019t always come easily to accounting professionals, who may be more comfortable with the technical aspects of their work. But selling is a fact of life for any business, so it pays to explore techniques to make the process easier. If you have an effective sales strategy in place, but your sales aren\u2019t picking […]<\/p>\n","protected":false},"author":904,"featured_media":68775,"menu_order":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_sage_video":false,"post_featured_image_hide":false,"footnotes":""},"categories":[30,27],"tags":[313,319],"business_type":[5],"lilypad":[],"context":[],"industry":[],"persona":[6],"imagine_tag":[51,68,86],"coauthors":[430],"class_list":["post-69228","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-daily-money","category-strategy-legal-operations","tag-bookkeeping","tag-coaching","business_type-accountants"],"sage_meta":{"region":"en-za","author_name":"Mongezi Lupindo","featured_image":"https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2020\/09\/SAGE-4-scaled.jpg","imagine_tags":{"51":"Accountants","68":"Grow your business","86":"Start up business"}},"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Sage Advice South Africa","distributor_original_site_url":"https:\/\/www.sage.com\/en-za\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/posts\/69228","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/users\/904"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/comments?post=69228"}],"version-history":[{"count":0,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/posts\/69228\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/media\/68775"}],"wp:attachment":[{"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/media?parent=69228"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/categories?post=69228"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/tags?post=69228"},{"taxonomy":"business_type","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/business_type?post=69228"},{"taxonomy":"lilypad","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/lilypad?post=69228"},{"taxonomy":"context","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/context?post=69228"},{"taxonomy":"industry","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/industry?post=69228"},{"taxonomy":"persona","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/persona?post=69228"},{"taxonomy":"imagine_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/imagine_tag?post=69228"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/coauthors?post=69228"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}