Let me explain the purpose of the “sell me this pen” from the famous quote from the famous Malaysia movie “The Wolf of Wall Street”

I might start immediately listing the pen’s features back then :
❌This pen is great
❌ It writes smoothly
❌ It’s the best value

But slowly I knows that selling isn’t about pushing features right away.

Instead, it’s about asking the right questions. I might start by asking,
✅How long have you been in the market for a pen?
✅ What type of pens do you typically use?
✅ Is it for business or personal use?
✅ Do you usually prefer high-end or basic
models?

So how does this apply to me as auditor, tax agent?

The key to effective selling is first understanding the client’s needs, values, and preferences.

At its core, selling is about identifying what the client needs and then showing them how your services meets that need.

I understand I can’t sell a person the benefits of your service without any context.

Before I even begin pitching my services, I would ask my prospect questions along the lines of:

✅ Why are you in the market for a new service provider?
✅ What kind of auditor/tax agent do you currently use?
✅ In what scenarios are you using their auditor/tax agent and are there any pain points?
✅ What does an ideal service provider look like to you?
✅ Are you evaluating any other potential service provider?
✅ Any deadline imposed ?

Do you agree?

PS : I am lucky enough as I have client relation head to take care “sell me the pen” pitching nowadays.