How Introverted Accountants Crush Sales Without Using High ......If you want a better lifestyle, you want to get better at sales. The good news is that sales is a skill that anyone

How Introverted Accountants Crush Sales Without Using High Pressure Tactics

Presented by

Are All Accountants Introverted?

Common belief…

You have to be extroverted to be good at sales.

Our Promise To You

We will give you the specific system that allows you to excel at sales, without apprehension any longer.

whether you are an introvert or an extrovert!

Polite Reminder How to get the most out of this webinar

• No cellphone.

• No social media.

• If you’re an Accountant and you’re serious about growing your practice by exceling at sales, the next 60 minutes will change your life.

Be prepared to take notes and write down your questions!

Why Should You Listen To Me?

• 5 years as a digital marketing and growth consultant for New Clients Inc.

• NCI was founded by my father, Bruce Clark, 30 years ago, the original pioneer for sales and marketing for the accounting profession.

(This is literally in my DNA)


• Founded my own accounting firm, adding six figures of new growth to it each year before successfully selling it.


• Took the foundation of my father’s teaching, my experience directly inside of my own accounting firm and how I grew it with the power of online lead generation… and launched Dream Firms with a simple mission:

To help entrepreneurial accountants create generational wealth and impact by attracting

and winning the business of their dream clients.


• I created and lead one of the largest groups for entrepreneurial accountants with the highest amount of engagement on Facebook (over 2,400+ members) : The Proactive Accountants


• As of this webinar, I’ve been responsible for generating 18,782 CPE Credits for accounting pros and my webinars have testimonials from people just like you like this:


• Received one of the most difficult awards in the digital marketing industry by helping entrepreneurial accountants grow their firms with online lead generation.

• And as a result, have been featured along legendary marketers like Tony Robins, Sam Ovens, Billy Gene, and many others.

1. How to leverage your unique introverted

personality type to your advantage. (CARE)

Agenda for today

2. Why your ability to ask questions is what ‘sells’

on your behalf. (CURIOSITY)

3. How to deliver the perfectly efficient

presentation of your services. (CONSULTING)

4. Why your value pricing is falling on deaf ears +

the simplest way to get to ‘YES’ (CERTAINTY)

5. Special Offer followed by Q&A

0. The foundation of sales.

▪ You have all the clients you can handle which will give you a higher income than you ever imagined possible.

Imagine what your life will be like when:

▪ You NEVER have to worry about spending unnecessary time chasing down leads that will never convert.

▪ What will life be like when you know how to consistently acquire high quality clients to your firm, even if you’re not the most extroverted accountant in town?

▪ Imagine applying your technical skills and abilities to a never ending list of appreciative clients? Will that make a difference for you and your family?

RESULTS! PROOF!

▪ I'll walk you through critical parts of the system our clients are using to get atypical results.

Results Are Not Typical

▪ Please understand that many of our clients’ results are not typical because the average person who attends ANY training gets zero results.

▪ However, I'm happy to share with you, for FREE, exactly what's working for our clients.

▪ This is NOT for "get rich quick" people.

0. The Foundation Of Sales

Sales is what grows your practice, therefore improving your lifestyle. If you want a better lifestyle, you want to get better at sales.

The good news is that sales is a skill that anyone can learn.

Repetition is the mother of skill.

However, if you practice the wrong techniques, you’ll end up with bad habits.

The Foundation Of Sales

If you’ve struggled with sales before, it’s not your fault…. you were practicing the wrong techniques.

If you practice the right techniques when provided with ample opportunity, you’ll obtain the skill of sales that will shorten the time it takes to reach your growth goals.


Start with the objective: Make more sales by making the sales process easier.

How do we do that? By simplifying the sales process.

Why simplify the sales process?

Make more money in less time, yes, but why else?

So that eventually, one day in the not so distant future, YOU don’t have to be the person who does the sales and you have people who sell on your behalf. You can only create delegation and leverage, if you intentionally build simplicity into all of your processes, including the sales process.


Let’s go just one layer deeper...

One more time, why simplify the sales process? (Save the best for last)

“A confused mind is an indecisive mind.”

If you are confused during the sales process, guess who else is confused?

Your prospect.

And if they are confused, they will not make a decision.

We will live by K.I.S.S (Keep it stupidly simple) during today’s presentation.


Let me tell you a quick story…



Larry

Introverted



Larry had made a huge mistake. He thought that by simply showing up, that he’d be greeted with opportunity.

While the old axiom is true ‘Showing up is half the battle’...

Preparation is the other half and no amount of preparation would have made this successful by any meaningful metric.

The Foundation Of SalesBaptism by fire is still an option for him, most people will

simply turn away from such massive discomfort in search of an easier path and I want to be clear…

There is no shame in the recognition of partaking in fruitless business opportunities that force you to spend inordinate

amounts of time turning a weakness into a strength.

If anything, that recognition, that powerful need for self-reflection, is the cornerstone of the power of the introvert.

It is how you will create a short cut to success.


Let’s play towards your strengths,

not away from them.


However, it’s not just introvert vs. extrovert.

In order to work with your strengths, you have to know your personality type.

Find out where you are on the spectrum of personalities, by taking the MBTI test for free at: https://www.16personalities.com/

https://www.16personalities.com/


Architects or INTJ are defined as imaginative and strategic thinkers, with a plan for everything.

Logistician or ISTJ are defined as practical and fact minded individuals whose reliability cannot be doubted.

How would you define ‘sales’?

1. The exchange of a commodity for money; the action of selling something.

2. The successful transfer of emotion between one person and another.

3. The process by which a prospect becomes a client.

4. The thing that makes me feel like I have to take a shower when I’m done.

Polling Question 1/4

C4 SALES SYSTEM

To be successful at sales (the transfer of emotion)

The first C of the C4 Sales System…

1. How to leverage your unique introverted personality type to your advantage. (CARE)

the practice of taking an active role in protecting one's own well-being and happiness.

1. Self-Care

C4 Sales System – Part 1: Caring

When you are selling a service, you are selling yourself. They are literally buying your words, a promise that

you will do what you say you will do when you say you will do it.


To increase the chances that they will believe that promise, you must start by taking care of your mind, body, and spirit.

It is the single most important thing you can do.

YOU ARE your brand. YOU ARE your business. YOU ARE what makes the difference in whether someone buys from you or not.

So you must ensure proper ‘self-care’ to increase your odds of success.



If you are not in the right place emotionally, physically, and spiritually

what comes across when you sell?

Remember, it’s how you say the words that will construe your promise.

Your sales process is largely determined by your well being.

If you are in the right place emotionally, physically, and spiritually,

what comes across when you sell?

POSITIVITY!

NEGATIVITY.


Don’t overcomplicate it, give yourself permission to take care of yourself and if you want a little hack to make this easier…

Take care of yourself as if you were taking care of another person.

Leverage the strengths of an introvert, meditate on yourself and think… what’s holding me back from happiness right now?

Then build the plan to fix it.

Never underestimate the importance of investing in yourself and your own well being. It is the ultimate difference-maker in your life. And it’s the most

important investment you can make in your life.

the work or practice of looking after those unable or unwilling to care for themselves.

2. Caring for others



Are any successful business owners or individuals, capable of caring for themselves with respects to their accounting,

bookkeeping, or tax concerns?

ABSOLUTELY NOT.

The level of complexity, and time required to do it right… is mind-numbing.


A service business is built on the idea of caring for other people, in a way in which they are unable, or unwilling, to care for themselves.

You have to CARE about them as a person and CARE that you can and will make a difference in their life with your service.

When you internalize this belief, when you recognize this as an inalienable fact… you will go from ‘wanting’ to sell, to the realization you ‘need’ to sell because to

let them ‘care’ for themselves is to allow for self-harm through negligence, something you cannot and should not be able to accept.

AKA : To Sell IS To Serve

The foundation of your sales effort. When you take care of yourself, you are doing the single most important thing you can.

• Self-Care

C4 Sales System – Part 1: CaringRECAP

• Caring For Others

The recognition of the dire importance of your service for others, that ‘selling’ is a service that keeps others from self-harm due to neglect and you are morally obligated to prevent that from happening.

On average, how many questions should you ask during a call with a prospective client?

1. As few as are necessary to give an accurate quote.

2. As many as possible, leave no stone unturned.

3. It depends on who I’m speaking with, but I’m no pest. Less than 10.

4. It depends based on the answers they give, I have a well-defined process.


2. Why your ability to ask questions is what ‘sells’ on your behalf. (CURIOSITY)

C4 Sales System – Part 2: Curiosity

“An entrepreneur is judged not by the statements they make, but by the quality of the questions they ask.”


At the end of your sales presentation…you will be judged and it will be binary.

“Yes, this is what

I am looking for”

“No, this is not what

I am looking for”

Ask poignant, direct and thought-provoking questions that has a logical progression and be thought of someone who knows the value of time and whose time is valuable.

HINT: If you hear ‘oh, that’s a good question’ you are doing this right.

Ask superfluous questions, be thought of someone who doesn’t respect time and is ok with wasting it.


Rules

• Do not interrupt (unless it’s to interrupt yourself)• You are here to facilitate the conversation by asking questions.• If you find yourself just rambling, it’s because you stopped asking

questions.

• Take copious notes• Practice Active Listening. (Leave presents for your future self)

• Get the clarity you need to give a quote• Ask every question you need to be able to give a firm quote on the phone.


The 4 most powerful questions you can ask (Ask these of each new prospect)

1. To better help understand if you are a good fit for my services, could you tell me a little bit about your business?

2. Out of respect for both of our time, can you tell me exactly why we’re on the phone? Let them finish their response, and ask, ‘Is there anything else that you are struggling with?’ Repeat until the answer is no.

3. Imagine your life in one year from now, imagine you’ve found the ideal accounting professional that’s perfect for your life. How does it feel? Take a moment, close your eyes, and actually think about it. What does that feel like?

4. Would you like to better understand how our firm can solve all of the issues you’ve outlined? (Asking for permission to present)

• Quality questions will make you a thought leader.

• Why?

• Because you are quite literally, guiding their thoughts with your questions. You are guiding them to a place (through a very specific approach) where they understand the need for your services and are eager to become your clients.

• But you need the intent to do it right.

C4 Sales System – Part 2: CuriosityRECAP

How do you wish to be seen by your prospective client?

1. As a cost-effective solution for their accounting needs.

2. The one-stop-shop for all their accounting related needs.

3. As a value-added team member to their business.

4. The outsourced CFO for their organization.

5. A profit advisor.


3. How to deliver the perfectly efficient presentation of your services. (CONSULTING)

Engaged in the business of giving expert advice to people working in a professional or technical field.

Consulting

C4 Sales System – Part 3: Consulting

A commercial activityAKA exchange of money niche and field of study

Your IDEAL clients are:

they are expecting you to be consultants who can give out the right information at the right price as circumstances changes…

not getting onto a free phone consultation to have you give out all the answers to them right then and right there…


But remember…


they are trying to determine if they trust you enough to buy from you, simply from the words that you say to them.

So the better we can show them the power of your advice, the more likely they are to believe you on your promise.


You should wish to build the idea of ‘reciprocity’ into your presentation through an exchange of meaningful advice.

If I give you something of value now, you are more likely to give me of something of value in exchange soon (becoming a client)


Does that mean that you give away the farm?

Of course not!


Is it cool if I give you a fool proof way to STOP giving away too much valuable information for free while still being able to leverage the power of reciprocity?


“I really appreciate the information you shared with me and I know one of your

chief concerns is if you are the right entity type or not for your business.

Normally I wait until I’ve done my full discovery for new clients before I provide

guidance, however, I can tell you that since you are making significant profits in

your business that an S-corp election would be a wise move for you and your

business.

When it’s set up the right way, you can save you a lot of money, easily thousands

of dollars, that would normally just be wasted in unnecessary taxes.

We can help you get it set up the right way and start saving in just a few

minutes. Sound good?”


“Sound good?”

“Make sense?”

“Right?”

“Ok?”

All of these ‘mini questions’ are designed to illicit a ‘YES’ from your prospective dream

client.

End ANY statement with one of these and it instantly turns into a question...

Right? ; )


The advice will vary from client to client, but the idea

is to build goodwill, show them the solution is only

a few minutes away, and lead them to ‘YES’ with

each question you ask.

• Leverage reciprocity

• Don’t give away the farm

• Lead them to YES!

C4 Sales System – Part 3: ConsultingRECAP

4. Why your value pricing is falling on deaf ears + the simplest way to get to ‘YES’ (CERTAINTY)

C4 Sales System – Part 4: Certainty

Confidence is for children

Certainty is for entrepreneurs


When someone is getting ready to buy from you, all they are wondering is

‘is this person who they really say they are?’

They are trying to figure out if they trust you enough to take their credit card out of their wallets and buy from you.

They know they need your services, but have you done enough to pass the threshold from ‘no’ to ‘yes’?


What does it take to be ‘certain’ that your services

are the right fit for that person?

You must fervently believe that your services can impact their lives for the better.


I often ask my clients what they sell, and the answers range.

I sell tax services

I sell my time

I sell my expertise

I sell peace of mind…

What you sell is: improved quality of life!


I’d like to tell you a story…

about the woman who approached Picasso in a restaurant, asked him to scribble something on a napkin, and said she would be happy to pay whatever he felt it was worth.

Picasso complied and then said, “That will be $10,000.”

“But you did that in thirty seconds” the astonished woman replied

“No” Picasso said. “It has taken me forty years to do that.”


You DO price based on time, but not how long it takes you

to do the task, but how long it took you to accumulate

the knowledge.

You must be CERTAIN of your value to your clients, based

not on how long it takes to complete a task, but how much

the completion of that task improves their quality

of life.


Let me leave you with the most practical way possible to approach pricing with certainty…

After you’ve asked for your chance to present, you’ll go through and list each service that your prospect will need,

with each corresponding benefit.

At the end of it, when it’s time to announce your price…


…you will say THESE WORDS:

We can do all of this for only: $X,XXX per month.

Repeat this until you can say it in your sleep without any ‘uhs’, ‘ums’, ‘about’, ‘around’, ‘i think’, ‘maybes’ or any other meaningless words.

• You sell improved quality of life

• When you believe your service truly does that, you have certainty.

• When you have certainty, you dramatically increase the chances of getting to ‘yes’

• The simplest way to quote is by memorize the phrase ‘We can do all of this for only…”

C4 Sales System – Part 4: CertaintyRECAP

The C4 Sales System RECAP

Caring

Curiosity

Consulting

Certainty

The C4 Sales System

When you deploy the C4 sales system correctly, you don’t need to play the closing, high pressure

dance game that you hate.

When your prospects says to you: “OK, how do we get started?”

You will know you have successfully mastered the C4 Sales System and sales is now a skill you have acquired.

Before we get to the Q&A and the last polling question…

Are you enjoying this webinar so far?

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Who wants to take things to the next level?

Put in the chat, “I’m ready”

Put in the chat, “Yes!”

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The 4 Secrets To Online Client Acquisition To Smash Your CPA Firm’s Growth Goals. [email protected]

Hear from others just like you…



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To take advantage of this amazing offer, go to:www.dreamfirms.com/ignite

How Introverted Accountants Crush Sales Without Using High Pressure Tactics. [email protected]

Questions?Offer Expires: in 24 hours!

Thank you!

How Introverted Accountants Crush Sales Without Using High ......If you want a better lifestyle, you want to get better at sales. The good news is that sales is a skill that anyone

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