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Cpa sell


This session is for small-mid sized private practice CPA firms. The strategy level content is NOT suitable for non-partners/managers, firms without business clients, or anyone in non-CPA firms. Please ONLY register if you are a Partner or Manager in a CPA firm with business clients.
Cost Free
Presentation Length 1.5 hours

Recorded DateOctober 24, 2013
CPE:Not available
(archived webinars do not offer CPE credits)
Course LevelBasic
Course Description

Accountants can sell! What do you do every day as an accountant? You find client issues and you solve them. Every day you are doing this. It’s the same with being successful at sales. You find what your clients need and then you convey the benefits of them buying what they need to buy.

To be successful at sales you have to proactively speak with people. That means you have to get out from behind your desk and go and visit people or meet with people who would be classed as a qualified enquiry. To do that you need to shake out of what Rob calls ‘limiting sales beliefs’. It’s all the ‘mind chatter’ that goes on when you are confronted with the reality that to serve your clients properly you need to make some sales.

Accountants can be really good at sales – with ‘guru like’ status. If you have the inclination, being successful at sales is a skill that you can learn. It involves scripts, dialogues, practice, asking questions and following a sales process. The first thing to remember with sales is why people buy professional services – particularly services over and above compliance based services - your value added services.

Learning Objectives

  • How to cross the bridge from discussing compliance to value added services

  • How to hold a sales meeting with a client or prospect to identify opportunities

  • Alternative approaches to engaging clients in value added services

  • How to uncover your client’s unmet needs

  • How to price based on your value contribution rather than on time

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Rob Nixon

Rob Nixon
CEO & Founder


Since 1994 he has been running businesses that specialise in helping Accountants run better, more profitable businesses. Accountants intrigue Rob and over the years he has trained them, consulted to them, coached them, researched them and visited thousands of them. His speaking work has taken him around the world where he has spoken to in excess of 150,000 accountants. Currently his landmark strategies and products are used by over 16,000 accountants in over 20 countries.

In 2005 he created the revolutionary coaching model called coachingclub. The coachingclub model enabled firms to be accountable, to consistently learn and to share ideas amongst their peers. Over 800 Accounting firms have graduated from his coachingclub program. The vast majority of firms have doubled or tripled profits because of the program.

He is the author of 2 bestselling books “Accounting Practices Don’t Add Up – why they don’t and what to do about it” AND “Remaining Relevant – the future of the Accounting profession”. Both have received rave reviews from Accountants and industry professionals from around the world.

In 2014 he released a groundbreaking cloud software solution called PANALITIX. Accountancy firms around the world use PANALITIX to get better numbers and delight their clients. PANALITIX helps Accountants automate their marketing and delivery of business advisory services.

Rob is a keen golfer (single figures) and adventurer (he is ticket holder 293 on Virgin Galactic to go into space). He lives in sunny Brisbane, Australia with his lovely wife Natalie and 3 children.


Colin Dunn

Co-Founder and Director
(855) 437-1379


Colin Dunn is a Chartered Accountant with extensive experience in coaching accountants to develop and implement strategies to build better businesses and help their clients achieve their business and personal goals. Having spent almost 10 years in a business advisory capacity in a fast growing accounting firm in the UK, Colin has spent the past 17 years training, coaching and consulting to accounting firms, in the UK, the United States, Australia and New Zealand. Colin has developed content, products and systems to enable accountants to work closely with their clients to grow their businesses, improve profitability and better manage cash flow. He regularly speaks on these topics and passionately believes that accountants can play a major role in kick starting the economy by providing truly valuable services that their clients both need and want. Colin is an engaging and entertaining speaker who will challenge you, make you think deeply about your accounting business and provide you with pragmatic advice that make a real difference. Colin is also a prodigious author and generator of content, primarily in the form of 'how to' material to enable Accountants to respond to client needs with value-based services.

About Our Presenter

Panalitix helps accountants build the business they want. Using software, mentoring and content, their clients define and sell high-value services which help them stand out and grow their businesses profitably.