Empowering Accountants to Become Bold Sales Professionals - Accounting Voices Podcast

Episode 47

Empowering Accountants to Become Bold Sales Professionals

Published on: 25th April, 2019

Andy Gole

Andy Gole has helped CEOs, owners and corporate leaders for over 25 years to achieve great sales performance, while accelerating their sales process. During his career, he thoroughly researched virtually all of the popular sales processes. All have their strengths, and their shortcomings. From years of testing and evaluation, he developed the Urgency Based Selling® system, a unique approach founded on philosophies which drive and accelerate human behavior.

Andy contributes original content regularly to Forbes.com and Training Industry, as well as other notable business publications. He is also a frequent speaker on the topics of business development, sales management, and selling process. Shownotes:

  • The two must-ask questions that help accountants land new clients
  • Useful techniques to take your accounting firm’s prospect closing rate from 20% to 80%
  • The impact on your accounting firm of having bold visions and bold behaviours
  • How business development can help with accounting firm recruitment and retention challenges
  • What makes accountants different when it comes to selling
  • What incredible business development people do each day to be successful
  • The easiest and best way to build your accountancy practice
  • Learn about the ‘Magic Moment of Access’ that helps accountants win more business
  • Examples of great telephone call scripts to maximise an accountant’s chances of landing the client
  • Why interest is the proverb of marketing and urgency is the proverb of sales
  • How to jump-start your sales with the Urgency Based Selling system

Andy Gole on the BD Academy Accounting Influencers podcast with Rob Brown

  • Why testimonials can be such a powerful tool to help accountants win work
  • Steps accountants can take to avoid time wasting clients and focus on serious clients
  • How accountants can move safe conversations to serious ones to get real results
  • Why ‘best efforts’ is a losers game and accountants need a ‘do or die attitude’
  • Why accountants need to create a compelling reason for clients to ‘act now’
  • Explore the ‘Heroic Mindset’ endorsed by George Lucas and developed over 1000s of years
  • Proximity bias – what is it and how can accountants avoid the dangers it present s
  • How accountants can adopt a 4-step approving sequence to avoid any client objections
  • Explore the difference between social selling and business selling
  • Learn how to build a list of serious prospects and how to keep in touch with them
  • Discover how making the prospect ‘look up’ can make a good accountant a great accountant
  • Master the tools used by accountants to change their mindset, approach and boost sales
  • Discover why sales culture is paramount in accountancy firms and why leadership is vital.

Andy Gole on the BD Academy Accounting Influencers podcast with Rob Brown

Andy has an MBA in marketing from NYU and taught small business management and selling skills for 8 years at Fairleigh Dickinson University’s Rothman Institute of Entrepreneurial Studies. To learn more about Andy and his unique process, visit www.urgencybasedselling.net or contact Andy:

Phone (1) 201 415 3447

LinkedIn: https://www.linkedin.com/in/andygole1

Twitter: @AndyGole

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About the Podcast

Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.
Accounting Voices, hosted by Rob Brown, helps decision makers and leaders in accounting and finance stay relevant, visible and vocal in a profession being reshaped by technology, private equity, regulation and shifting client expectations. Each episode interprets the trends disrupting accounting and finance such as AI, automation, M&A, talent and the move to advisory and translates them into practical insight that strengthens authority and influence.
Accounting Voices is also a platform for the wider ecosystem of networks, associations, educators, consultants, software vendors and technology experts who serve accountants and finance professionals worldwide. It extends into regular Accounting Voices networking sessions that connect this audience and amplify ideas that move the profession forward. With its international reach and long shelf life the show delivers credibility and commercial value for listeners and sponsors alike. Search for "Accounting Voices" on YouTube for all episodes and connect with Rob Brown on LinkedIn to find out more: https://www.linkedin.com/in/therobbrown

About your host

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Rob Brown

ob Brown is the creator and host of the Accounting Voices Network, a media platform that includes the flagship solo podcast Accounting Voices and the panel shows Accounting M&A and Accounting Tech. He chairs conferences, panels and virtual events worldwide and is recognised as a leading advocate for the accounting profession.

He is an accomplished speaker and authority on trust, reputation, employer brand, talent, succession, executive presence and the forces shaping the future of accounting. Rob is the author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk The Personal Brand of You has been viewed more than 400,000 times.

A former co-founder of the Accounting Influencers Roundtable, Rob now focuses on amplifying the voices of leaders, firms, networks, vendors and influencers across the global accounting ecosystem.

Outside of work he is a stroke survivor, lives with epilepsy, holds a black belt in kickboxing and is based in Nottingham, UK. He plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.