Podcasts Business Tax Pro Nation | The Podcast For Independent Tax Professionals A Strategic Desire to Help with David Reeser

A Strategic Desire to Help with David Reeser

Published: July 30, 2018, 10 a.m.

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Executive sales trainer David Reeser visits the show to take the fear out of selling. He shares his thoughts on the mindset required to have helpful sales conversations without fear. We discuss his Victory Mindset concepts and get to role-play a sales conversation that follows a 4-Step process anyone can follow in their business.

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While sales is applicable to any step on the The Pronto Path, the fear of sales conversations holds many back from growing their company. In this episode, David shares different ways to think about sales in order to change our mindset and therefore our actions when it comes to approaching sales.

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As Andy did, you might have gotten into the tax business because you thought there would be minimal sales required since everyone needs to do their taxes. The reality is, sales is becoming ever more important in the competitive landscape and knowing how to simply and effectively sell will be key to your success.

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To learn more, and for the complete show notes, visit: http://taxpronation.com/13

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Quotables:

  • [04:43] \\u201cWhere I\\u2019ve seen some individuals fall short is that they\\u2019re so focused on the occupation of the task they want to do that they forget that we\\u2019re actually human beings.\\u201d \\u2014David Reeser
  • [05:00] \\u201cA proper sales strategy is built on a sincere desire to help others and communicate your value.\\u201d \\u2014David Reeser
  • [06:04] \\u201cI think sales is more powerful than just getting business done.\\u201d \\u2014David Reeser
  • [11:12] \\u201cIf you cannot see it in your mind, you cannot hold it in your hand.\\u201d \\u2014Steve Harvey
  • [14:08] \\u201cEveryone is on the sales team!\\u201d \\u2014David Reeser

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In This Conversation We Cover:

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  • [03:21] The non-salesy appeal for Andy wanting to get into the tax industry in the first place
  • [04:00] David\\u2019s thoughts on the proper mindset about sales in general
  • [04:43] \\u201cWhere I\\u2019ve seen some individuals fall short is that they\\u2019re so focused on the occupation of the task that they want to do that they forget that we\\u2019re actually human beings.\\u201d \\u2014David Reeser
  • [05:00] \\u201cA proper sales strategy is built on a sincere desire to help others and communicate your value.\\u201d \\u2014David Reeser
  • [05:11] The 4 Step Sales Process David teaches
  • [05:38] How to close the sale with a really simple, and positive, question
  • [06:04] \\u201cI think sales is more powerful than just getting business done.\\u201d \\u2014David Reeser
  • [06:25] The key first thing you need to have sales conversations
  • [07:57] Andy shares how tax professionals can build up their confidence in sales over time
  • [08:50] How to feel good about what you do and sell, even if you don\\u2019t believe it\\u2019s world-changing
  • [09:29] Different thoughts on \\u201cFake It Until You Make It\\u201d mindset
  • [11:12] \\u201cIf you cannot see it in your mind, you cannot hold it in your hand.\\u201d \\u2014Steve Harvey
  • [12:47] David shares how to talk about your value and your strategic desire to help others
  • [13:36] What David really teaches
  • [14:08] \\u201cEveryone is on the sales team!\\u201d \\u2014David Reeser
  • [14:48] Jeff asks David to explain his meaning of the word strategic when it comes to sales
  • [15:14] David shares his pet peeve with the phrase \\u201cdeal with people\\u201d
  • [16:38] David uses a medical analogy to paint the picture of how to build trust in sales
  • 17:40] 58% of Pronto tax pros said they enjoyed helping people the most over all other benefits of the tax business
  • [18:29] David and Andy walk through a role-play sales conversation
  • [27:38] Jeff jumps in to explain the personality dynamics of the two actors in the role-play
  • [30:35] David shares his Victory Mindset training concept
  • [31:41] Andy shares his thoughts on how the role-play went and the key lessons
  • [32:38] Why professionals know how they do business and stick to it
  • [33:15] David urges listeners to rethink how they think about sales
  • [34:04] What if I am not a \\u201cpeople-person?\\u201d
  • [34:47] David shares why he believes high Emotional Quotient (EQ) is not required in sales
  • [37:29] How to find pain or opportunity with a prospect
  • [40:14] The power of loose connections
  • [41:41] The difference between selling as a large brand or a small independent company
  • [43:02] The importance of knowing the thing you are solving for your client
  • [45:22] The implications of defining success for your business
  • [47:16] David\\u2019s Pronto Tax School Sales Course for Independent Tax Professionals



Tax Pro Nation is sponsored by Pronto Tax School, Inc. Sponsored links include:

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The Pronto Path infographic

http://taxpronation.com/path

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Basic Income Tax (Federal) course link:

http://taxpronation.com/basic

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Business Tax Verified online course link

http://taxpronation.com/business

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To sponsor an episode, please email hello@taxpronation.com


Tax Pro Nation is produced by Podcast Masters

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