Top selling tips for your accounting services
Selling doesn’t 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’t picking […]

Anticipate prospect objections
There are only so many reasons why a prospect won’t buy from you, and very rarely are those reasons personal. Here are the most common reasons someone won’t buy:- They don’t need what you sell.
- They need it, but they’re not ready to buy.
- They perceive the price as too high.
- Being prepared for these common objections can help you overcome them.
Develop a sales script
Many successful sellers use a script to guide their conversations. Search online for free sales scripts and modify one to suit your needs. 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. But most importantly, using a script will help you to relax. Practice the script in advance or role-play with a colleague.Follow up with each lead
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.- Schedule a follow-up task in your calendar or sales software and stick to it.
- Listen more than you talk (this is the time when the prospect will raise purchase objections, as discussed above).
- Allow time after the follow-up call to fulfil any requests by the prospect for more information or additional actions.
White paper: small businesses and accountants are ready to try again
We surveyed 1,947 South African small businesses – the majority of which offer accounting and bookkeeping services – to find out how they’re coping in the new world of work. We were curious to know what they’re doing to strengthen their defences against the next disruption and how optimistic they are about the future – and we were pleasantly surprised.
