What I Learnt from 3 Days with Top-Rated Accountants (Part 3)


Being “present” isn’t just a good to have, it’s essential for winning more sales

Over the past couple of weeks I’ve been sharing with you two of the best things attendees got from coming to the recent Practice Growth Formula workshop.

If you missed Part 1 and Part 2, you can access them here:

  1. If you only do it once don’t do it at all
  2. Packaging for premium positioning

Here’s the last one I’m going to share with you.

Best thing 3 – Being “present” with our client is essential for more $$ wins

Often when we hear the words “being present” or “being mindful”, we immediately think “I’ve heard it before." Usually, we think that we’re not doing too badly in this regard.

In my workshops while teaching the License to Bill 12 Step Sales ProcessTM, the truth is generally revealed when I dig a little deeper.

This is one scenario that I was told about.

A client has been facing a challenging problem for a number of months. One day, the clients’ adviser comes up with a great plan that will solve this problem AND save them money.  The adviser excitedly tells the client about it. What the adviser doesn’t expect is the client to say that he/she needs to think about it...or worse, that now is not the right time.

Have you been in a similar situation before -- a situation where you know you can make a big difference immediately to your client’s business (and often their life) yet, they don’t seem willing to take any action?

There are a few issues with what just happened, and today I’ll focus on this lesson considered the “best thing” learned from our workshop. The adviser wasn’t being present.

In this situation, the adviser was focused on the clever solution he came up with and telling his client about it.  In the adviser’s mind, he had already pictured his client saying yes to implementing the solution and thanking the adviser for an amazing job. 

When we’re overly excited and already have a picture of what we think is going to happen, we’re not being present with our clients. We’re not focusing on finding out where the client is at.

For example, while the problem has been bugging them for a while, is it a priority to fix it? Are there any concerns about what might happen if that problem goes away – will other problems pop up as a result?

Sometimes our excitement can leave our clients behind. This leads me to sharing this fundamental principle that I taught as part of the License to Bill 12 Step Sales ProcessTM:

We need to take a step back and genuinely listen to our clients in order to move forward.

I hope you enjoyed this tip.

Jenny Tse

at Licence to Bill

I am a speaker, published author, sales strategist and coach to small businesses. Over the past decade, I've worked with some of the largest organisations in the world, including PricewaterhouseCoopers, Macquarie Bank and have been invited to speak at the National Audit Conference hosted by the Institute of Chartered Accountants. I'm brought in by clients increase their revenue. I run a 3 day sales and communication workshop where I teach my 12 step sales process. www.licencetobill.com.au