10 Sales Skills Every Tax Preparer Should Work on for Success

As a tax preparer, you know the importance of technical expertise in your field. You’re well-versed in tax codes, regulations, and the intricacies of IRS forms. However, there’s another skill set that can significantly impact your success in this profession: sales skills. 

What are sales skills? 

Sales skills are a set of abilities and techniques that enable professionals to identify, connect with, and persuade potential clients to use their services. These skills go beyond technical knowledge and involve interpersonal communication, empathy, and problem-solving. 

1. Communication 

Effective communication is the cornerstone of completing a successful sale. As a tax preparer, you need to convey complex tax concepts and information in a clear, concise, and understandable manner to your clients.  

Developing strong verbal and written communication skills will help you build trust and credibility. Responding quickly and with proper business communication etiquette to all inquiries conveys the message that your office is well-organized and professional.  

2. Active listening 

Listening is just as important as talking when it comes to sales. Actively listening to your clients’ concerns, questions, and financial goals demonstrates that you understand their concerns and value their input. By understanding their needs, you can tailor your services to provide personalized solutions. 

3. Industry knowledge & expertise 

While not a traditional sales skill, your expertise in tax preparation is a powerful selling point. Clients seek out professionals who can navigate the complexities of tax laws and maximize their financial benefits. 

Continuously updating your knowledge and staying current with industry trends will enhance your credibility and attract more clients. Be sure to highlight your credentials – such as Enrolled Agent status or Annual Filing Season Program participant status – in your marketing efforts. 

4. Customer relationship management 

Building and maintaining strong relationships with clients is crucial for long-term success. Exceptional customer service involves not only delivering quality work but also being responsive, approachable, and attentive to client needs. A satisfied client is more likely to return and refer others to your services.  

Looking to improve your customer relationships? Our 7 Tips to Improve Your Client Service Skills can help. 

5. Empathy 

Empathy is the ability to understand and share the feelings of your clients, and it’s undoubtedly one of the most important skills in sales. Tax season can be stressful for many individuals and businesses, and showing empathy can help put clients at ease. It demonstrates that you genuinely care about their financial well-being and are committed to helping them through the complexities of tax filing. 

6. Team management 

For tax preparers running their own firms, team management skills are essential. Efficiently managing a team of professionals, assigning tasks, and fostering a collaborative environment can enhance productivity, and the satisfaction of both your team and clients. 

7. Time management 

Tax season can be hectic, with tight deadlines and a roster of clients to serve. Effective time management skills can help you stay organized, meet deadlines, and ensure that no client feels neglected. Prioritizing tasks and managing your time efficiently will lead to smoother operations. 

8. Problem solving 

When clients are unhappy, knowing how to diffuse the situation is critical. Being prepared to address your clients’ concerns calmly, confidently, and empathetically is a crucial sales skill. You want to be able to communicate to your client that you understand their frustrations and that you are working together for the most favorable outcome.  

9. Following up 

The sales process doesn’t end when you file a client’s return. Effective follow-up is vital for ensuring client satisfaction and retention. Regularly checking in with clients, addressing any additional questions or concerns, and providing updates on their tax status can solidify your client relationships and keep clients returning year after year. 

10. Closing the deal 

Finally, the ability to close deals is a fundamental sales skill. For example, if a small business client expresses interest in hiring your help with quarterly tax payments, don’t assume they’ll get in touch next quarter.  

As soon as possible, clarify the client’s expectations and scope of work, discuss payment, and ensure all necessary paperwork is in order. A strong closing ensures that your client commits to your services and sets the stage for a successful tax season.  

In conclusion 

While tax expertise is the foundation of your work as a tax preparer, honing your sales skills can significantly boost your success. By improving your communication, active listening, empathy, and problem-solving abilities, you can attract and retain more clients. Effective team and time management, along with excellent customer service, will help you run a thriving tax preparation business.  

For more ways to grow your business for the coming tax season, see our tips for attracting first-time taxpayer clients